GUIDE Sales Coaching
We're Not Your Father's Sales Coaching
The last thing you need is another training solutions provider pitching a revolutionary selling or coaching tool. We get it. But until now, most coaching opportunities have been characterized by lagging indicators and focused solely on improving sales numbers – rather than addressing the root cause behavioral changes that are needed to close sales. It's like driving your business through the rear view mirror.
AXIOM's proven GUIDE Sales Coaching methodology really is different. Axiom Leadership & Coaching package (L&C) allows the Salesforce user to create and maintain a Success Plan for Seller and Managers. It provides various current and historic metrics, like proposal ratios, close ratios and more, It also helps the manager coach the seller in areas where development is needed by identifying development assignments from the AXIOM Learning Library.
Most managers believe they are good coaches and most have the capacity to be good coaches. Unfortunately, when you listen to their conversations with the sales team you quickly realize most managers aren't providing good coaching. In most conversations, sales managers are pointing out the performance gaps of their people but doing little if anything to impact the underlying skill and knowledge that is causing these performance gaps. Is this because they don't care, is it because they aren't interested in coaching? Absolutely not. The reality is that most managers want to be good coaches and most sellers want to receive useful feedback. Unfortunately, there are obstacles that keep managers from having productive coaching conversations.
AXIOM's Sales Coaching Application addresses these obstacles and allows you to turn sales managers into sales coaches and sales people into sales champion.
Build Sales Success Plans that Drive Results
- Create sales success plans and view performance against predictive metric
- All sales team members have a clearly defined plan for achieving their sales objectives
- Easily and quickly identify gaps in predictive metrics, even before they negatively impact sales performance
See Performance Trends to Enhance Coaching
- See historic view to distinguish single data points from true performance trends
- Ensures coaching conversations are not wasted on trivial issues
- Zoom to view specific period to better understand trends and changes
- Easily determine which metrics are having the greatest impact on performance
Adapt Success Plans Based on Actual Results
- Update success plans based on new information to ensure targets remain meaningful and performance gaps are addressed
- Sliders allow sales people and managers to easily understand how changes to key metrics will impact future performance
- Ability to see peer group performance regarding key metrics helps validate targets and motivate sellers
Coaching Wizards - Turn Managers into Coaches
- Industry-first coaching wizard leads managers through diagnosing performance gaps
- Wizard pulls from entire learning library only those assignments that will address identified root cause
- Click paths and assignments are tracked to provide information on coaching frequency and effectiveness
- Coaching wizards are accessible to managers from Opportunity Management and Account Planning and Management Applications
Field Observations – Take Coaching to the Field
- Managers conduct sales call observations directly from coaching application
- Customizable competency model ensures consistency of observations
- Observation forms for all key activities in your sales organization including sales calls, account reviews and coaching conversations
- Integrated coaching wizard ensures observations lead to meaningful improvements
- History of observations and coaching drive more meaningful performance reviews and more consistent HR practices
Team Views – Manage your Managers
- Senior leaders can easily dive into performance for any and all team members providing deeper understanding of performance issues
- Ability to quickly and easily inspect coaching assignments and observations drives greater accountability
- Sort and filter data to identity best opportunities for improvement
For a private demonstration, give us a call at 1-800-933-8503.