How do you scale sales coaching?

1 min read

Shruti Kapoor is the CEO at Wingman. Shruti enjoys working in the interface between technology solutions and business needs and has worked in leadership and business development roles. She is also a member of the Modern Sales Pros, one of the world’s largest communities for leaders in sales, operations, enablement, and related disciplines.

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Time-Stamped Show Notes:

[05:04] What is sales coaching and what is not?

[09:37] What’s missing in today’s sales coaching?

[12:37] Where does peer to peer coaching stand and how does it work?

[17:08] What does it take to become a great sales coach?

In-Short:

Question: What is sales coaching and what is not?

Shruti: A lot of times people confuse sales coaching for any activity that goes into telling a salesperson on how they could hit their quota better. And given how transactional sales generally are and how numbers-driven it is, the same comes into play with sales coaching which is what people often call sales coaching is really deal coaching. 

Question: What’s missing in today’s sales coaching?

Shruti: It is definitely personalization. 

Question: Where does peer to peer coaching stand and how does it work?

I think that peer-to-peer has a big part to play because honestly beyond a point sales managers are kind of out of the game very often. They haven’t been making calls. They don’t understand how they need to immediately respond to some of the customer questions and I think a lot of that knowledge exists within the organization and within different salespeople heads. We want to help get the tribal knowledge out into the open and make it more democratized so 

Question: What does it take to become a great sales coach? 

Shruti: One takeaway for everyone who’s looking to implement any type of coaching in-house is not to put on the hat of being an advisor or a mentor when you’re trying to coach someone. And the difference really is if someone comes to you with a problem as a mentor, you would want to give them a solution to it. 

We are available on Apple Podcasts, Spotify, and Google Podcasts. Subscribe to our channel for your daily dose of quality learnings and insights into the world of sales and marketing.

Sanjana Murali is a Marketing Specialist at Hippo Video. She is an award-winning blogger, one of her articles on “Customer Success” was selected from worldwide participants and won her MVP 2019 award. She has learned the knack of ranking her blogs and website pages in the 1st result of Google Search from her 6+ years of writing and marketing experience. She is also the host of #Limitless webinar and podcast series at Hippo Video. She loves to talk about branding and marketing with videos. An eternal writer, words are her lifeline.
Sanjana Murali

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