Sales Leader Engagement

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4 comments

  • Customer Community

    Hi Cheryl!

    Thanks so much for your post. Brainshark is hosting a "Video Coaching Tools" webinar on 6/18 at 2pm EDT.

    The webinar will focus on the following:

    • The basic mechanics of video coaching tools
    • Why you don’t need a ‘coaching culture’ to get value
    • How AI can elevate video coaching strategies
    • Video coaching tactics for onboarding, practice, career development and more

    If this is of interest to you, please click on this link to register. Even if you can't make it, I recommend you register to receive a copy of the recording.

    Thanks again for your post!

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  • Kelly, Patrick W.

    Hi Cheryl,

    Great question/topic.  You are certainly right that getting mind share from sales leaders/mgrs can be a challenge.  By nature they are focused on achieving the short term goal in front of them.  This is not to judge - it just is.  So the best way to engage them is to show them the value of the activity in terms of meeting the short term objective.  The organization has developed content, messaging and methodology that it believes is the most effective way to generate revenue for the company.  Therefore, it is critical that the managers have full confidence that the sales people are prepared and capable of using the resources and managing the process and information.  Most managers cannot go on every sales call with every rep to make this determination.  But they can set up coaching scenarios to challenge and evaluate and train the reps to be capable, competent and confident.  The benefit to the manager is both confidence that the members of the team are ready and an increased number of successful reps meeting or exceeding quota.  As soon as that happens the other sales managers are going to want to know what  that team did to improve performance.  I like that you used the word "fostering" because an important aspect of this is the relationship between you and the leaders.  The more connected you are to them to understand their needs, the better you can support them and the more likely they are to buy in to the program.

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  • Phil Harriman

    We're just kicking off our Brainshark pilot, and we started with a call with the sales leaders in the pilot region. The area VP is our executive sponsor, and he set a positive tone for the pilot, and the first activity will be an informal coaching exercise for the sales leaders - before we roll out the pilot to the individual sales reps. We're hoping that by starting with the sales leaders we can build some momentum that will carry forward into the full pilot - stay tuned to hear how it goes!

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  • Kelly, Patrick W.

    Thanks for sharing Phil!  Congratulations on kicking off the pilot in the best way possible.  Change Management is often the biggest obstacle to successfully launching a new technology and program.  The key to having the sales leaders on board is that you set the culture for coaching and learning with the entire team.  The establishment of that culture makes it possible for sales reps to participate fully and therefore fully benefit from the process.  When the team members fully participate the managers can better assess the level of expertise of each member and coach them on how to improve and ultimately succeed in their role by being more productive.  Congratulations!  I look forward to hearing about your success!

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