In this Conversations with Women in Sales interview, I talked to Mavis Norwich, Director of Sales Development at TINYpulse about why coaching sales team members is critically important to achieving sales objectives. Though talked about often, many sales organizations do not have a coaching culture either because leadership doesn’t see the value, or sales leaders have never been trained to coach people in the right way.
There is current research from McKinsey that confirms significant investments must be made in ongoing training programs to help salespeople to keep their skills sharp. Too many sales organizations still treat training as an event not an ongoing process. Here is why that is such a big problem.
McKinsey reports that only 10 percent of what salespeople heard and 32 percent of what they saw three months after a learning program concludes is remembered.
Contrast this with the fact that 65% of what salespeople learned during a training program is remembered by doing.
Sales organizations who understand this dynamic will move away from traditional methods of training their salespeople and provide more opportunities for “the doing” with immersive programs in which regular sales coaching is a key component.
Mavis is a big believer in coaching and during the interview we talked about:
> Coaching methods she uses.
> Why a defined coaching methodology is important.
> Why she believes that all sales leaders should be concerned with setting up their team members for success in their current role and beyond.
> Tips for setting your salespeople up for success.
> We also talked about a controversial piece of advice that Mavis gives her reps, how to coach someone ready for a promotion even though opportunities to move up may not exist, and the types of activities Mavis likes to use in career development and team building.
There is a lot of great advice in this interview about coaching salespeople to higher levels of success.
Enjoy the conversation!
Mavis Norwich, Director of Sales Development at TINYpulse. She is a dedicated sales professional with diverse and eclectic background who is forging new territory in Sales Development! Passionate about my team and committed to their success and career development! As a Director of Sales Development I know success is a team effort and at TINYpulse we’ve got the best Sales Development Team out there! She is energetic, driven, quirky, and inspired to make difference!
Connect with Mavis on LinkedIn
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