Measuring success is at the core of any good sales organization. Fortunately, the built in reporting functionality of Salesforce provides the ability to generate all kinds of sales reports. You can easily create revenue reports and analytical snapshots to spot trends. You can use pipeline reports and forecasts to predict future wins and measure current success. And you can use reports to analyze how long it took a sales representative to win or lose a deal and how many touches it took. It’s fairly straight forward to see if sales representatives are meeting their objectives and quota and how effective they are in doing so. The more complicated questions is how do we impact the performance factors affecting these measures of success?
If your sales reps aren’t performing as you expect, where do you focus your energy as their manager? Sales Coaching is the most effective way for sales managers to impact the performance of their representatives. Work.com can make this quick and easy for you through metrics driven sales coaching.
So how do you achieve effective sales coaching in an organization? Below are a few basic tips for success that can be achieved simply in Salesforce using Work.com.
Tip #1: Sales coaching should be done by the numbers
Sales metrics are calculated performance indicators and ratios from sales process data.
To be valuable, metrics must be measurable and centric to the sales representative’s critical selling activities. Whether it’s a revenue quota per quarter or a target number of converted leads, metrics are the essence of keepings goals on track. When it comes to sales coaching, leverage sales data in Salesforce to help you pinpoint specific areas to coach each rep on. Linking goal metrics to customized reports specific to the sales representative’s personal development goals gives a real-time view into their progress.
In the following example the sales representative’s personal goal is $350,000 in sales for Q2.
The sales representative has already created a summary report in Salesforce of their closed/won deals for the quarter and saved it to a personal report folder. The sales representative created their goal in Work.com with a $350k target and linked it to the report created.
The sales representative can see the goal and their progress in their goals tab, but now the coach can also select the personal goal metric created by the record on the 1:1 coaching page. It is the responsibility of the sales representative to set up the goals and metrics, but this can be done together in a 1:1 session. The coach or manager can easily identify the sales activity that needs to be addressed by scrolling through and selecting meaningful metrics to address.
Tip #2: Coaching should focus on goals specific to the individual, but also in alignment with the organization
Once a metric has been selected it will show the details from the linked report. In this case, it shows the amount of revenue the sales representative has had this quarter, what their quota is and the % complete. See example below. Click on “View this goal” and the coach can see the goal associated to the metric.
This rep’s goal aligns with the overall key organizational goals of 1.8M in Q2 revenue. Click the “+” under alignment to align this sales reps goal with the company goal.
Click done and now the sales representative’s goal is aligned with the company goal.
Tip #3: Sales managers need to be committed to and engaged in sales coaching
Time is the enemy in many organizational initiatives. Managers need to spend enough time coaching, but it needs to be specific and effective. Everyone in the organization is busy and coaching can be one of the first things to take a backseat to other activities. Coaching can be seen as a nice to have instead of a must have.
What if there was an easy way to turn your Sales Team into “A” performers? What organization wouldn’t make that a priority? “A” sales performers often meet or exceed quotas. Your core team of B and C sales performers are those who benefit most from coaching. It’s proven, representatives that receive at least three hours of coaching a month increase productivity. “B” and “C” sales performers consistently coached are empowered to become “A” players through the tool of coaching. Sales representative coaching focused to priority by sales managers is key to organization long-term success.
* Source: The Benefits of Sales Coaching, Inc. Magazine http://www.inc.com/sales/2009/06/the_benefits_of_sales_coaching.html
The Work.com 1:1 coaching feed on the coaching tab showcases constant private communication between rep and coach. The coaching feed can be used to manage 1:1 topics, files, meeting notes, agendas, ideas etc. Private coaching feed posts are displayed both on the coaching 1:1 feed as well as on the users’ Chatter feed, providing a central resource for all conversations.
Additionally, even coaches have coaches. Coaches can set a goal for themselves on coaching!
In summary, a tool such as Work.com can provide the framework for successfully implementing an effective sales coaching methodology. However, when used in combination with sales coaching that is done by the numbers, individualized and organizationally aligned and a priority of sales management your organization has positioned itself well to achieve effective sales coaching and increase sales.