Build a better coaching plan

Get the best from every seller with our proven coaching methodologies.

Effective coaching is about amplifying productivity and effectiveness. To bring out the best in every player, you need a blend of broad-team-based perspectives and individual-level interventions.

The sales coaching workflow

At Salesloft, we apply a three-step workflow for sales coaching:

1. Set outcomes

Before you begin, you need to standardize metrics across the team. While you may want to personalize individual goals later, you generally want to hold the team accountable for these pre-set activity targets and KPIs.

2. Analyze performance

Start by reviewing performance at the team level. Check your coaching dashboard (or wherever you happen to keep a record of your sellers’ performance) to look for trends and opportunities where the team as a whole could improve. For example, you may identify trends around the best time to call, or particularly high-performing cadences that should be shared with the larger team. As you investigate team trends, look for the sellers who are falling behind the group. These are the players who may need more intensive coaching.

3. Meet and repeat

As you plan for 1:1s with your reps, keep the conversation focused on three goals: one individual goal, and two team-wide goals. The team goals will help keep them on track with the larger team, while the individual goal will feed into their personal growth. And keep the agenda of your 1:1s consistent. Knowing what to expect in every conversation encourages accountability on the part of the rep.

Salesloft.

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Analyzing seller performance with Explore and Compare

What is driving outcomes and efficiency? Highlights Teams Reps

Salesloft Coaching

Top Teams by Opportunities Created Top Individuals by New Pipeline Added 550 Account Executive 243 500 S ue Long Need an at-a-glance view of how your Albert Flores Ky lie Looper K atie B allack 450 R ussel Michaels B ob Steward K aryna B ock Enterprise Sales Trinity Ti k e Leah J ins Dianne R ussel Mike J ones Executive 155 400350 reps are doing? You can do it yourself, or Commercial Sales 135 300 Executive NA 250 Floyd Miles J ane Cooper Alex S mith Marie Olson you can use a sales engagement platformR onald R i ch ards Sales Executive EMEA 118 New Pipeline Added200 S avanna h Nguyen L eslie Alexander J ane Cooper Laura H olter K ristin W atson 150 W atts Mitchell Sales Executive APAC 113 100 to make the process easier. For example,50 1 2 3 4 5 6 6 7 8 9 10 11 12 13 14 01/01 01/31 02/15 02/28 03/15 03/31 0 New D eals Salesloft conveniently surfaces team and More Details H ighly Effective H ighly Efficient Inefficient Ineffective individual performance trends in the Outcomes Dashboard, available in our Coaching tool.

Team performance Individual performance

Assess how your team is doing overall and adjust Armed with a clearer picture of team effectiveness, to your strengths and weaknesses. begin to provide personalized feedback

M onitor how many ac tivities it’ s taking your See how each rep ’ s outcomes compare to the team to book a mee ting or convert to an op team averag See how you ’ re tracking against team goals for Follow the trendline to see their performance mee tings booked, opportuni ties created, and over tim overall ac tivitie Check to see whether the rep is employing the Compare performance for di fferent team right mix of channel ac tivitie Check the scatter plot to iden tify top reps and M onitor their individual goal progress to find see who is highly e fficient, highly e ffective, areas that need special a ttention inefficient, or ine ffective

D riv e pre dicta bility W hat ’ s ne xt ?

Find out how Salesloft helps you develop Come meet us at a consistent performance that leads to more Saleslove on Tour event near you. predictable revenue.

L earn M ore

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Explore and Compare What is driving outcomes and efficiency?

Highlights Teams Reps

Top Teams by Opportunities Created

Account Executive 243 Enterprise Sales Executive 155 Commercial Sales Executive NA 136 Sales Executive EMEA 118 Sales Executive APAC 113

More Details

Top Individuals by New Pipeline Added

New Pipeline Added Albert Piores Sue Long Russel Michaels Kyle Looper Trinity Taw Leah Jins Floyd Miles Alex Smith Jane Cooper Jane Cooper Savannah Nguyen Leslie Alexander Katie Ballack Karyna Bock Bob Steward Diane Rosalie Mike Jones Marie Olson Laura Holter Watts Mitchell Kristin Wenton

Highly Effective Highly Efficient Inefficient Ineffective

Salesloft.