Starting from scratch: how to define your sales philosophy and build a coaching culture

Dave Nel, Head of Sales Enablement, Investec
Sales Enablement Festival 2020

1. Starting from scratch: How to define your sales philosophy and build a coaching culture Dave Nel
2. On the menu for today 1. Why coaching 2. Why defining your sales philosophy is so important? 3. Steps to building a culture of coaching 4. An implementation plan for coaching
3. The case for coaching Businesses with a strong coaching culture significantly outperform those without – CSO Insights
4. Sales Velocity
5. 4 foundational Steps Step 1 1 There has been a trigger, understand the trigger Ask the following questions: • What will success look like in the next 6-12 months? • What is the shift in revenue you are looking to achieve? • What other financial rations are important and how do you see these ratios changing? For example Cost to Income, ROE or ROI ?
6. Step 2 2 Define your sales philosophy (The way in which you win) Ask the following questions: • What is selling like here? • What methodology, if any do you follow when it comes to selling? Leadership collaboration is key!
7. Step 3 3 Build the support elements for your sales philosophy Ask the following questions: • What sales process/ methodology will support your sales philosophy? • What are the skills needed for our salespeople in order to live our sales philosophy ? • When we do a gap analysis based on these skills where is our biggest opportunity ? • What sales training can we put into support/ enable our sales philosophy? • What is the current state/ competency of sales leaders in the business?
8. Step 4 4 Find the coaching methodology the works for your organizational culture Ask the following questions: • How do people currently learn from each other in the business ? • What are the gaps that you have found in your leaders coaching ability and how could a coaching framework help here ? • Is it clear to your leaders, what must I coach, How must I coach it, Why must I coach it? • Have you linked the coaching methodology back to sales? • How will they learn this coaching methodology?
9. I Know, I Care, I can Miller Heiman I know: • Are you leaders clear, committed and aligned to the direction you are wanting to take? • Do they know why coaching is so important? • Do they know what their role is? • Have they got a clear communication plan for their teams?
10. I Know, I Care, I can Miller Heiman I care: • Do they understand it ? • Do they feel committed ? • Can they describe how they fit in? • Did you involve them in the planning? • Have they observed leadership behaviour?
11. I Know, I Care, I can Miller Heiman I can: • Do people have the skills? • Have they been given the tools? • Are they being coached and reinforced? • Are the measurements clear?
12. I Know, I Care, I can Miller Heiman
13. Thank you Dave.nel@investec.co.za https://www.linkedin.com/in/davenel/