It’s a problem as old as sales itself: how do you get what is in the head of your ‘A’ sellers into the heads (and actions) of your ‘B’ and ‘C’ players?
The daily routine of a sales manager can be hectic. From helping reps on calls and handling administrative tasks to monitoring sales activities and pipeline, the list can seem endless. On top of that, managers are responsible for coaching reps, which – depending on the size of the sales team – can feel like a job all on its own.
According to CSO Insights, 74% of top companies say coaching and mentoring are sales managers’ most important role. Yet only 15% say they have the right amount of sales coaching in place.
This lack of coaching can happen for several reasons, whether it’s the manager running out of bandwidth, the challenges of overseeing a remote sales force, or the absence of proper coaching skills.
But these are all areas where video coaching tools can help. Here are 3 ways video coaching can boost sales manager productivity.
Many sales teams are geographically dispersed, which means reps are embedded in their territories. While this is good for reps, it presents a challenge for their sales managers when it comes to coaching.
Traditionally, sales coaching has taken place via in-person sessions, like role plays. With video coaching tools, managers can coach reps no matter where they are – company headquarters, out in the field, across the country or anywhere else in the world.
For example, if a manager hears that his or her team is struggling with a new sales objection, that person can create a video coaching activity asking reps to demonstrate how they would handle the objection. No matter where they are, reps can see that the coaching activity has been assigned and record their response via mobile or desktop.
From there, the manager can provide feedback and assess how well reps can handle the objection – without meeting with each rep individually.
2. Reinforce Best Practices
In the past, best practices and institutional knowledge only existed in the heads of reps or (occasionally) came up in conversations or meetings; rarely were they shared across the rest of the sales organization. But with video coaching tools, sales managers can ensure the sharing and documentation of best practices across their entire teams on a continuous basis.
For example, after a rep has closed a big deal, the sales manager can assign a video coaching activity, asking them to share key takeaways and tips they used to effectively work with the buyer.
From there, that video can be easily shared across the sales team so other reps can benefit from the tips. The video can also be added to a learning course or curriculum as a documented example of a best practice.
3. Help Managers Develop Coaching Skills
One of the biggest barriers to sales coaching is managers not having the skills to do it properly. Many sales managers earn promotions into their positions because they were a A-players -- which means they’ll know how to sell, but won’t necessarily know how to coach.
The sales enablement team can use video coaching tools to help improve a manager’s coaching abilities. For example, they could assign a video coaching activity to a sales manager, asking them to demonstrate how they’d handle a certain coaching situation.
Not only does this help managers develop and assess their own coaching skills, but the sales enablement team can provide constructive feedback, while teaching them how to use video coaching technology.
For more on video coaching tools, check out our eBook: 8 Ways to Use Video Coaching for Team Readiness.