Sales managers know that good sales coaching starts with accurate measurements and rapid identification of critical sales metrics. Now there are sales coaching software and tools for coaches to self-coach in real-time, which makes the feedback cycle much faster. The use of these sales coaching platform will improve your team’s performance. So, let’s get to know its 4 categories.

Sales coaching platform fit into 4 categories:

  • Integration Capability
  • Performance Oriented Metrics
  • Real-Time Reporting
  • Actionable Alerts

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

Sales Coaching Platform Category #1: Integration Capability

Salespeople are constantly multitasking their way through the day, doing hundreds of small tasks that eventually lead to closing deals.

Here are just a few:

  • Prospect sourcing
  • Phone calls
  • Emails
  • Client visits
  • Sales meetings
  • Monitoring client activity

The software couldn’t provide an accurate picture of workplace performance until recently.

Here are some ways to more efficiently coach your sales team:

CRM + Email: Cirrus Insight fully integrates Salesforce and Gmail. Users can input data into their CRM without ever leaving their Gmail page.

CRM + Phone: Avaya phone systems integrates with many CRM systems. Phone calls made over Avaya phone systems essentially track themselves.

Now there are tools that can collect phone call activity metrics from your company’s phone system. With these types of systems, you can integrate with your CRM and enterprise software to extract data from custom built excel files. This way all the information is stored in one place for easy access.

Sales Coaching Platform Category #2: Performance-Oriented Metrics

In sales, there are many factors that go into productivity. You can’t just measure it by a single metric.

To be a good sales coach, one needs metrics that are actionable and advanced.

Examples:

  • The percentage of meetings that led to deals being closed.
  • A cold email has a much higher response rate when sent to large companies rather than small businesses.
  • Aggregate profit-per-call.

Performance metrics are good for management, but coaching comes from actionable data.

There are two programs that help you track your sales data and create actionable metrics. They also allow for self-coaching.

Yesware doesnt just measure the number of emails sent. It also measures how effective those emails are, such as if they were opened or not.

Sales reps can use the data to refine their cold emails and find out which approaches generate the best response rates.

Clearslide has a feature that lets sales reps know when prospects open emails and how long they spend reading the email. This allows them to send more tailored, appropriate follow up messages.

Sales Coaching Platform Category #3: Real-Time Reporting

It’s now possible to track performance in real-time and give that feedback directly to employees, teams, and managers.

HubSpot is a great example of an organization that uses high-powered, real-time communication to keep everyone in the loop.

Marketing and sales need to work together because they both relay critical customer intelligence. So, for example, marketing will give feedback on what the customers are saying about their product which then helps inform how to pitch it.

Common sense dictates that the most effective time for coaching is when employees are making mistakes, not after they have hit a major milestone or seen an opportunity slip away. Real-time reporting makes it possible to provide immediate feedback and self-coaching.

Sales Coaching Platform Category #4: Actionable Alerts

There are new types of software that provide a meta-score for individual employee performance, and also alerts when benchmarks have been reached. One example is Ambition (full disclosure: I am the CSO and Co-Founder).

This solution can show both sales reps and managers how many new prospects they have. It also lets the manager set goals for themselves to help them stay motivated.

Key Takeaways:

  • Instead of measuring productivity, measure performance.
  • A new Sales Coaching Platform that integrates phone, email and performance into one package will help you manage your team better.
  • Leverage real-time information to make better decisions during the sales process.

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.