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The Allegories Blog

Viewing posts in the Coaching & Feedback category

Mobile Video Sales Certifications Open Doors for Pharmaceutical Companies [Case Study]

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Chris Gish had a problem. The Vice President of Sales at a global pharmaceutical company needed to certify the sales force on a new indication (read: usage) for one of the company’s drugs. On one hand, learning about the new indication wouldn’t require that much training. On the other, the firm’s 140 reps were scattered across the country, so flying everyone to HQ for a relatively short meeting would be a waste of both human and financial resources. In the past, Gish would have simply resorted to using video conference software to... Continue Reading

Don’t Assume Sales Managers Know How to Coach

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Behind every good salesperson is an effective sales manager who mentors, coaches and supports – that’s the goal, anyway. But most people aren’t born sales managers; often, they move up the ranks from top performing sales rep to a leadership role, so they typically need guidance and training. The Challenge of Providing Good Coaching It’s not just soft and hard skills sales managers might need help with. Other challenges they face include time constraints, lack of organizational support, and difficulty reaching reps in the field. If you want to improve your sales... Continue Reading

Enabling Sales Managers to Become Better Coaches

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In a recent post, we examined several disconnects between sales managers and reps regarding the quality and impact of managers’ coaching. Our recent survey of nearly 300 managers and salespeople revealed that significant numbers of managers and reps were on ‘different pages when it comes to coaching content. While most managers say that during their coaching conversations, they stress long-term skills development, reps say the opposite: managers often engage in short-term, pipeline-oriented conversations. Coaching Substance and Style In addition to primarily engaging in coaching conversations that favor short-term over long-term outcomes, have... Continue Reading

6 Do’s and Don’ts for More Effective Sales Coaching

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The following is a post by Scott Van Almen, Life Sciences Sales Director at Allego. Scott is also CEO of Versatile Performance Solutions, and is a consultant and master facilitator in the medical device industry. Research shows that boosting the effectiveness of your front-line sales managers’ coaching is the single biggest driver of higher win rates, yet over a third of managers we recently surveyed felt they don’t do enough of it. Further, a third of managers and reps also disagreed about whether the coaching has an impact on sales results. Perhaps... Continue Reading