Fast Start The Quarter With Enablement and Coaching
- by Elay Cohen
- June 29, 2018
- Sales Coaching
SalesHood - Sales Enablement Platform
Fast start the quarter with enablement and coaching. Turn the first few days and weeks of a quarter into a real competitive advantage. Celebrate our successes from the last quarter, take a short breather, and then get back to our focus of working with customers, building pipeline, and closing deals.
Don’t wait to do that much needed training and coaching. Before you know it, this quarter will be over and the next quarter will be upon us and you’ll wish you were more diligent and disciplined about your enablement.
Here’s a list of proven enablement “to dos” and coaching activities for sales managers and sales leaders to execute with the help and guidance of our amazing enablement professionals. Win as a team.
Enablement To Do #1: Do loss reviews from the first half of the year with your teams. Learn from your losses. Click here for guidance on loss reviews.
Enablement To Do #2: Get your teams to share and record win stories. Capture the winning plays and share them broadly.
Enablement To Do #3: Run coaching huddle (or two) on sales process, skills, product training, or competitive. Do as many of these as you can to reinforce key go-to-market priorities and skill gaps.
Enablement To Do #4: Have your teams refresh their territory plans and share them with each other. Spread the knowledge of prospecting activity that is proven to generate more qualified pipeline. Click here for a Territory Planning template. ‘
Enablement To Do #5: Do Account Plan Reviews on new “greenfield” companies’ to prospect and make account planning a team activity. Click here for an Account Planning template.
Enablement To Do #6: Do deal reviews to firm up the forecast and set up your teams for success. Follow your proven sales playbook and use proven deal coaching questions.
Enablement To Do #7: Get everyone on message by having everyone on your teams practice, record, and review their corporate pitches.
Enablement To Do #8: Have everyone on your team send hand written thank you notes to every deal that closed in the last quarter/month. Be grateful. Here’s a blog on ways to show customers and prospects gratitude.
Pick one or many and get them done next week. We have prepackaged templates and guides for each one. Let us know how we can help you and your teams get a fast start. We hoped you enjoyed this blog on how to fast start the quarter with enablement and coaching.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.