How to Coach Sales TeamsBy Tim Calder on October 24, 2012 in Coaching, Sales Coaching, Sales Performance, Sales Productivity
The key to success in sales is having the right methodology & process. In this video, Mark Roberge, SVP of Sales for Hubspot, provides insights into how HubSpot has successfully scaled and grown its sales team.
A huge believer in development & coaching, Mark details how his team uses metrics to identify the issues faced by sales reps. He gives specific examples outlining how HubSpot provides individual sales reps specific coaching to improve prospecting, opportunity & close rates. Mark has a hard expectation that every rep, from the most successful to the least successful, will get better every month.
Top 3 Takeaways:
- Focus on improving ONE skill a month that will impact a sales reps ability to be successful and move the needle forward.
- Managers tend to close too much business for their reps. It’s not scalable and undermines the confidence of the sales reps.
- Understand both the professional & personal goals of your people and explore the synergies with the mission of your company. Know what motivates your team to come into work each and every day giving 150%.