Every business starts the new year with the best intentions. They set forecasts and lay out the plan to achieve quota. However, half way through the year many companies find themselves behind their midseason benchmarks.
Have you checked in with your pipeline lately? Is your company on track? How do you have to adjust in order make quota?
If you’re your team is falling behind, try incorporating a few of these mid-season coaching trends to help get you back on track and achieving your goals.
2016 Mid-Season Sales Coaching Trends to Watch
1. Coach for Good Data Practices.
Data can be your best friend or worst enemy. Never take the importance of quality data for granted. Everyone in your organization, from the CEO to your newest rep, relies on its accuracy to make decisions. There are no longer acceptable excuses for having bad data.
Start by checking on the accuracy of your CRM data vs what your reps are telling you. Check in on forecasted opportunities and where they stand. Take this mid-season time to coach sales reps on the importance of quality data. Garbage in, garbage out.
Bad data is more expensive than you think. Studies show that it costs your company $100 per piece of bad data. As you can imagine, the individual records quickly add up.
Recalibrating your data will help make sure your team is working off of accurate information.
2. Coach Towards Certifications.
Smart sales organizations layer in certifications as a key part of their sales coaching plans to makes their reps smarter and stronger. Gaining a competitive advantage over other sales organizations with sales certifications is a coaching trend you can’t afford to pass up. Give your sales reps the boost they need by layering in sales certifications into your coaching plan.
Certifications are the perfect way to rev up your sales coaching program without doing a complete revamp. Add on additional training modules to cover new products or other skills, like competitor positioning.
The extra notoriety will re-invigorate your team and get them ready to apply the new strategies in the field.
3. Coach for Messaging Reinforcement.
No matter how good you are, there is always room for improvement. There’s a reason why league MVP Steph Curry still practices the basics like dribbling and free throws every day.
And just like dribbling a basketball, your reps need to practice regular message reinforcement. The basics are the building blocks for greatness.
Make sure your sales coaching program contains plenty of opportunities for practice and repetition even long after the courses due date. After all, continuous training gives 50% higher net sales per employee.
You can easily incorporate ways to get your sales reps closer to meeting their quotas into your training. Consider sharing a case study from a lost deal so reps can analyze what went wrong and learn from mistakes.
You can also leverage online training software provide regular opportunities for your reps. Tools like LearnCore’s Pitch IQ help sales professionals practice the right skills using video and playback capabilities.
Utilize this sales coaching trend to give your team the extra boost they need to meet, or even exceed their quotas.
4. Coach for Accountability.
One of the hardest pieces of coaching is getting caught up in the day-to-day and losing sight of the big picture goals. It’s critical to take an active part in making sure your reps stay on top of their mission.
Your sales reps have quotas on a weekly, monthly, and annual schedule. And it’s a slippery slope when people get behind. A little behind this month easily turns into way behind three months later.
Successful organizations focus on their metrics to hold reps accountable. Start by defining which metrics are important to track, and then determine baselines so you can set goals accurately.
Once you’ve set up a solid system, you’ll be able to mine your own data for even better forecasting capabilities.
And don’t forget the importance of revisiting goals. Use metrics regularly in your meetings, and even make them public if it helps. Leaderboards and healthy competition can go a long way.
Measuring goals and accountability is a sales coaching trend that can help you blow your forecasts out of the water. Check out a more detailed guide to holding your sales reps accountable.
5. Coach for a Mid Year Sales Kickoff Meetings.
Many sales organizations start their year with a bang by getting reps excited at a sales kickoff meeting. There’s training, announcements of new products and services, and inspiration to be better than ever.
Unfortunately the hype can quickly fades. And once a year just isn’t enough to keep your reps salivating for bigger sales.
Incorporating a mid year sales kickoff meeting into your annual plan is a great way to keep that momentum going for longer. The first half of your year is important, but finishing strong is too.
Schedule a meeting your reps will get excited about and plan any new launches and product reveals around the date. Let them leave empowered with new information and tools that will help them excel.
Jumping on this sales coaching trend will not only give you an opportunity to recalibrate with your sales organization, it will help get you one step closer to meeting your quotas.