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Starting from scratch: how to define your sales philosophy and build a coaching culture

Starting from scratch: how to define your sales philosophy and build a coaching culture

Dave Nel, Head of Sales Enablement, Investec
Sales Enablement Festival 2020

Sales Enablement Collective

January 27, 2021
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  1. Starting from scratch:
    How to define your sales philosophy
    and build a coaching culture
    Dave Nel

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  2. On the menu for today
    1. Why coaching
    2. Why defining your sales philosophy is so important?
    3. Steps to building a culture of coaching
    4. An implementation plan for coaching

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  3. The case for coaching
    Businesses with a strong coaching culture significantly outperform those without
    – CSO Insights

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  4. Sales Velocity

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  5. 4 foundational Steps
    Step 1
    1 There has been a trigger, understand the trigger
    Ask the following questions:
    • What will success look like in the next 6-12 months?
    • What is the shift in revenue you are looking to achieve?
    • What other financial rations are important and how do you see these ratios changing? For
    example Cost to Income, ROE or ROI ?

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  6. Step 2
    2 Define your sales philosophy (The way in which you win)
    Ask the following questions:
    • What is selling like here?
    • What methodology, if any do you follow when it comes to selling?
    Leadership collaboration is key!

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  7. Step 3
    3 Build the support elements for your sales philosophy
    Ask the following questions:
    • What sales process/ methodology will support your sales philosophy?
    • What are the skills needed for our salespeople in order to live our sales philosophy ?
    • When we do a gap analysis based on these skills where is our biggest opportunity ?
    • What sales training can we put into support/ enable our sales philosophy?
    • What is the current state/ competency of sales leaders in the business?

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  8. Step 4
    4 Find the coaching methodology the works for your organizational culture
    Ask the following questions:
    • How do people currently learn from each other in the business ?
    • What are the gaps that you have found in your leaders coaching ability and how could a
    coaching framework help here ?
    • Is it clear to your leaders, what must I coach, How must I coach it, Why must I coach it?
    • Have you linked the coaching methodology back to sales?
    • How will they learn this coaching methodology?

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  9. I Know, I Care, I can
    Miller Heiman
    I know:
    • Are you leaders clear, committed and aligned to the direction you are wanting to take?
    • Do they know why coaching is so important?
    • Do they know what their role is?
    • Have they got a clear communication plan for their teams?

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  10. I Know, I Care, I can
    Miller Heiman
    I care:
    • Do they understand it ?
    • Do they feel committed ?
    • Can they describe how they fit in?
    • Did you involve them in the planning?
    • Have they observed leadership behaviour?

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  11. I Know, I Care, I can
    Miller Heiman
    I can:
    • Do people have the skills?
    • Have they been given the tools?
    • Are they being coached and reinforced?
    • Are the measurements clear?

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  12. I Know, I Care, I can
    Miller Heiman

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  13. Thank you
    [email protected]
    https://www.linkedin.com/in/davenel/

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