The Allegories Blog

Viewing posts in the Coaching & Feedback category

For Last-Minute Prep Before a Sales Call, Give Reps a Video ‘Content Locker’

Before an athlete runs onto the playing field, or an actor walks on stage, you’ll find them in their locker room (or dressing room) putting on equipment or costumes, reviewing plays or running lines with fellow actors.   Just before “showtime,” they gauge the size and mood of the crowd to get a feel for the energy, and if they’re mute (or hostile), they’ll have to overcome it   Although sales reps are also performers, most don’t have a physical locker room where they can do last-minute prep before the game, especially... Continue Reading

4 Tips for Training Sales Managers How to Coach

A recent study by the Association for Training Development (ATD) uncovered some “fuzzy math.” When ATD asked sales managers to estimate the number of hours they devoted to coaching every month, the average respondent said “three to four hours per rep.” But when sales reps were asked how many hours of coaching they received each month, “one hour” was the average response. Were some respondents suffering from poor memories or being less than honest? Or, was the coaching so much fun for the reps that the three or four hours simply “flew... Continue Reading

3 Video Role-Play Strategies to Supercharge Your Sales Onboarding

An old superstition among people putting on theater productions says that bad dress rehearsals lead to great opening nights. Whether you’re superstitious or not, you can’t deny the value of getting mistakes out of the way during practice sessions. Once reps get out of sales onboarding and start actually selling there’s a lot on the line. It’s not the time to try out new techniques.   Role-playing, when done well, is one of the best methods to train, coach, and improve sales reps’ skills during sales onboarding. Sales managers, trainers and enablement... Continue Reading

How to Get Rock Star Sales Reps to Train Their Peers

Whether we like to admit it or not, watching reality TV competitions can be addictive. Shows like “The Voice” or “Chopped” put up some of the biggest numbers when it comes to ratings and viewership because it’s fun to get a candid glimpse into how the best and the brightest do what they do. Similarly, candid videos that show off the best work by our most talented colleagues are fun to watch, too (and fun for them to create). And they provide a powerful means to teach skills… including sales skills. That’s... Continue Reading