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Coaching is the activity that has the greatest impact on individual performance in a team setting, and that's especially true in sales. A sales coach observes performance, looks for gaps, and works to rapidly make an individual better. We have coached Salesforce, SurveyMonkey, Box and the highest performing teams on the planet. Coaching can transform sales reps at any level. We wrote this book as a management parable to allow us to most practically present the proven C.O.A.C.H. framework in a way that can be applied immediately without complexity.
This time using a fictional tale to take direct aim at the challenge and inadequacy of sales coaching, Hilmon Sorey and Cory Bray (Triangle Selling, The Sales Enablement Playbook, Sales Development, Sales Playbooks: The Builder’s Toolkit and Hiring, Onboarding and Ramping Salespeople) bluntly and easily digestible format present their latest proven framework: C.O.A.C.H. And like those preceding it, The Five Secrets of a Sales COACH delivers on actionable fast-frameworks with immediate and lasting impact.
This time, Sorey and Bray present frameworks around the story of Arlo, a young sales manager in Silicon Valley trying to climb the rungs of management by building an effective team but suffering from inconsistencies and personal failure. As chance would have it he meets a powerful mentor who ushers him into the exclusive club of the most effective sales leaders by teaching him the C.O.A.C.H. framework.
A work of fiction built off of years of experience in coaching teams at some of the top sales organizations on the planet (Salesforce, SurveyMonkey, Box) - the book rings absolutely true today. Easy to digest and easy to apply, this book will immediately transform the performance of your team.
You can’t coach everything. How do you go about identifying whichspecific things are going to have a measurable impact on the individual and thebusiness? What type of challenge are youdealing with and how do you address it?
The coaching relationship is based upontrust. That trust is built by observing 5 specific drivers of human behavior.Master those drivers and your sales culture will evolve.
The fact is that few sales managersconsistently allocate time for coaching because of the scarce results they seefor their efforts. Once you understand why - you and your sales reps will renewyour commitment to brief, impactful coaching conversations.
Buy The book here
Attend a 90-minute workshop on sales coaching methodology and application.
If you’re looking for how to coach salespeople on rapport, you're trying to find a way to help your sales team close more deals.
Coaching is the activity that has the greatest impact on individual performance in a team setting, and that's especially true in sales.
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