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.
Listen to the full podcast here:
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?
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.