Onboard in Increments and Coach on What Works

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To build an effective sales coaching system, you’ll need a firm foundation. So, how do you construct a plan that works for you and your reps?

If you’re a small business owner or new sales manager—entering the multi-rep-coaching world for the first time—here are six basic steps to get started.

Pro Tip: Looking for a quick checklist to help you build a better coaching program? Download our Sales Coaching Plan Template for a structured agenda you can adapt and use in your 1:1s.
Step 1.
At the beginning, every small business’s sales process azerbaijan telegram data revolves around the founder. Their influence and expertise is what sells the product. Which means you can’t just hire a salesperson and expect to pass the whole buck.

Nick Persico, Director of Business Operations at Close, talked to us about how to do this successfully: Treat it like a family business, and train your “kid” to take over.

What does he mean by that? Let the role evolve over time, expanding scope as they have success. Pawn off the parts of your sales process that anyone can do—and have them shadow you.

Get them to source leads. Coach them through what works with that. Get them booking meetings—but meetings for you. Then get them on the qualifying call—but you are taking the closing call.

The sales process will change as you grow, and you can hand over more and more steps as you go. This is throughout onboarding—and then?

On an ongoing basis, you’ll move into tactical coaching. That’s where you’ll introduce them to new tactics and necessary skills, and conduct review sessions, keeping as much as possible in the situational context—so they can continue to mirror you.