As sales managers, coaching sales team members usually involve pre-call planning and then the actual call and post call coaching. By integrating role playing into the coaching session, it would help the sales rep to immediately use the new coaching and to use the information immediately.
Time is usually a challenge for sales managers when it comes to coaching, but the limited time in the field with each team member must be used with effectiveness and paired with continuous improvements.
In using role playing immediately after a coaching session, you might have the rep redo the call with the coaching you just provided. You might say something like, “now based upon what we just learned, how would you approach that call now?” Then go into a role play using the new sales coaching, which will provide immediate use of sales skills and the verbal coaching will be immediately used.
The benefits in doing this include: immediate use of coaching, you as the sales manager get to see the coaching in action, practice makes perfect and might lead to other coaching discussions and it prepares our team to sharpen their sales skills, practice it in front of you and will prepare them for the next similar situation.
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