AA-ISP Columbus Chapter: Building a Sales Coaching Culture: What Works for Fast Growth Companies

June 20th, 2019 7:30am - 9:30am EST/EDT

855 Grandview Ave, Columbus, OH 43215 (Loth, Inc) (View Map)

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Come hear Steve Richard, Chief Evangelist and Co-Founder of Execvision, speak about the some of the ways to build a best in class sales organization by focusing on your culture and the drive to coach your team.

Culture is what your reps are doing when no one is looking.  Top companies don’t leave their learning and development to chance.  They seek out innovative ways to foster a sales coaching culture that creates consistency and accountability at scale.  In this fast moving session, Steve Richard from ExecVision will take you step by step through the best practices of sales coaching.  You will learn how to:

  • Form a clear ‘why’ that underpins your coaching program including quantitative and qualitative measures of success
  • Use metrics as a diagnostic to inform coaching
  • Gain agreement on what ‘good’ looks like for your different call types which will turn into your call coaching scorecards
  • Create a positive, productive call coaching culture that reps love while eliminating defensiveness
  • Apply lessons from neuroscience for how and when to coach
  • Coach using the observe, describe, prescribe model
  • Foster an environment of self-assessment and peer coaching to ease the burden on managers to do all the coaching
  • Harness the power of the habit loop to change rep behavior
  • Calibrate by having managers independently listen to and score calls for different skills, then compare scores
  • Leverage research on who to coach and how to handle reps who reject coaching to make better use of your time

Thank you to our event sponsor Seamless.ai, the worlds best sales leads! Seamless helps you maximize revenue, increase sales and acquire your total addressable market instantly using artificial intelligence.

Thanks to our location sponsor, Loth, Inc! Office furniture and workplace design experts, LOTH, Inc., is an Ohio based company creating smarter spaces for corporate, education and healthcare markets

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