How to Coach Your Sales Team through the Pandemic (and Beyond)

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.

 ‘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

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.