Customer-Led Sales Coaching ... WOW!

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Transcript

Why Sales Rejection Fuels Ego

Let Customers Coach Salespeople

How The Platform Works

Benefits For Customers Reps And Leaders

SPEAKER_00 0:36

When I think about coaching, I think about coaching about providing perspective. And one of the healthiest things we can do at the most fundamental level is actually change our perspective sources, resources. You know, we tend to tune people out, don't we? Think about it as a kid or if you're a parent. Do your kids attentively come to you and say, Mom and Dad, do you have any feedback for me? No, what do they typically do when we give feedback? They start to roll their eyes. But isn't it amazing? Amazing when a teacher or a coach gives the same perspective and they listen. So this is about salespeople. I have said this for 30 plus years. I don't want to do sales training. I started my career out doing that. I don't want to be a part of it. And someone goes, Boy, you're really jaded about salespeople. I am. And by the way, I am one. See, the career of sales has a lot of rejection and it's hard. There's a lot of pitfalls to sales. There's a lot of challenges with sales. And what ultimately happens is that we can get into a funk. We can get into a really weird place because we could do the greatest job in the world, and all of a sudden, you know what? I didn't get the deal, so I'm deemed a failure on paper. Now, as a business owner, I go through that. But I do know working with sales teams has some inherent challenges. There's this thing called ego. By the way, we want salespeople with egos. Yet ego can also stand for a road and growth opportunity because it gets in the way of the learning process. So when a sales manager is sitting there doing the rhetorical, Bob, you got to get your numbers up. Lisa, your margins are too low, they already know that. That's where really good sales coaching and if you have really good sales training, the powerful combination of those two can have tremendous impact. But I'm wondering if there's a source, a resource that might be that differentiating factor. What if customers coached salespeople? What if we made it easy for them to give feedback and turn it into immediately coaching solutions and strategies based on what's actually going on? Welcome, sales aware. We believe here at Progress Coaching, we have built the first customer-driven coaching platform for salespeople. Here's how it works: every salesperson gets a link that's unique to them and they send it out typically on a bi-monthly, quarterly basis. And we charge a monthly fee, but essentially what they do is they send it out and they send it to customers saying, I'm on a journey of personal and professional development. Don't think of a recent situation, but think about me holistically supporting you, where I'm supporting you well, and where I have opportunities to raise my game. Notice we don't use the word constructive feedback. And then once the results come in, the salesperson and their direct manager get a link. It is an open URL essentially showing the results as they come in. Then those results, typically at the end of the third month, are converted into coaching strategies. And three documents are immediately produced for each client, each sales rep. An executive summary showing trends with suggestions. Number two, a self-coaching plan for the next 12 weeks based on what was just experienced. And then number three, a coaching plan for the manager to administer. So not only do we give data in a summary, we give a plan for the rep to execute him or herself, as well as the manager of that person, ultimately to be a partner in the process of improvement. That's sales aware. It's the first customer-driven coaching platform that will give sales reps a differentiating factor. Now, here's the cool thing: here are the benefits. The benefit to the customer is what? They have a different relationship. They get to give feedback so they can get the experience they want. Number two, when a customer gives feedback like that, they find it harder to get rid of the sales rep because they have a vested interest. The rep benefits because they now have deepened their relationship beyond the rhetorical rapport building. The organization benefits because they have visibility to what's actually going on. What are your thoughts?