How to Coach Your Sales Team through the Pandemic (and Beyond) - Deepstash
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Set Up a Feedback System

Set Up a Feedback System

Coaches are responsible for helping their teams “fine-tune” their messages to clients.

Many sales coaches are untrained in how to give crisp, productive, forward-looking performance feedback to those on their teams. So as a first step schedule coaching conversations into every interaction.

You need to adjust your mindset to think of feedback as a practice. It’s something that you do over and over again as part of daily business.

Giving performance feedback can be difficult.  But the widespread adoption of virtual calls has lowered this barrier.


39 reads

Craig Wortmann

You can’t be in eight places at once, but I bet as a leader you have eight more opportunities a week to give your team feedback because you can Zoom in and Zoom out



35 reads

Open with Empathy

Before launching into concrete feedback, it is important to check in as human beings.

A simple check-in like "Hey, how are you?" opens the conversation to the possibility of real feedback.

Opening with empathy also means acknowledging the uncertainty and stress that your team may be experiencing. If your team members are worried about job security, it is important to both address their fears and clarify the focus of your feedback.

It is also important to make clear that the feedback you are giving is specific to their performance.


24 reads

Focus on Two Questions

 ‘Did Well’ and ‘Do Differently'

You can’t build competence without confidence, so begin by asking their input on what they did well. Add your own observations, addressing specific knowledge, skills, or disciplines. Then, shift the conversation to ask what they think they should do differently, before adding your recommendations on what they can do differently.

Coach on the granular skills and disciplines required to show up and stand out online.

For instance, a salesperson who is used to sitting at a desk may now need to stand on video calls to project more positive energy in those calls


30 reads

Collaborate on Redefining Excellence

Everyone is still learning what optimal business performance looks like during a pandemic

The key for sales coaches is to collaborate with their salespeople to get the most out of what they have, taking into account changes in people’s situations and shifts in the business landscape.

If a parent of young children confides that he’s struggling to give only 40 percent effort this week, then his sales leader needs to mine that 40 percent for gold, You’ll have to define what ‘great’ looks like now and revisit it again next week.


30 reads



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