Sales Coaching
and Development
Everything you need to train
a winning sales team
Our one-on-one coaching approach empowers sellers to meet your goals
Sales reps can't grow revenue without the right coaching.
Why waste time experimenting to find out what works when
our playbook has the proven techniques you need?
Expert coaching to meet
the individual needs
of your sellers
Bringing out the best in your sales team takes the right coaching approach. Coaching is a partnership, and our Circle Coaching approach incorporates continual feedback, performance reviews, and follow-ups as key elements of success.
Since coaching is a highly personal process, we specialize in four coaching styles:
- Democratic
- Autocratic
- Laissez-faire
- Holistic
Review performance
-
Observation
- Quality review
- Side by side
- Remote
- Gap analysis
- Document session
Feedback
- Seek input
- Praise/Coach/Correct
- Set 1 SMART action item
- Gain commitment
- Schedule follow-up
- Document session
Follow up
-
Observation
- Quality review
- Side by side
- Remote
- Seek input
- Identify behavior skill/will change
- Review action plan
- Praise/Coach/Correct
- Document session
Conclusion
-
Improvement in existing gap?
- NO. Return to feedback stage and repeat
- YES. Conclude and review performance
- Document session
Hover your mouse over each stage of
the process above for more detail
Circle Coaching
1. Review performance
-
Observation
- Quality review
- Side by side
- Remote
- Gap analysis
- Document session
2. Feedback
- Seek input
- Praise/Coach/Correct
- Set 1 SMART action item
- Gain commitment
- Schedule follow-up
- Document session
3. Follow up
-
Observation
- Quality review
- Side by side
- Remote
- Seek input
- Identify behavior skill/will change
- Review action plan
- Praise/Coach/Correct
- Document session
4. Conclusion
-
Improvement in existing gap?
- NO. Return to feedback stage and repeat
- YES. Conclude and review performance
- Document session
Development strategies to harness sellers' full potential
The developmental levels of sellers vary, so leaders need to understand the subtle differences and use the right type of management approach to empower sellers to be their best.
TTEC can help you assess sellers' development levels and potential, provide strategies and training to meet them where they are, and drive results to take your team to the next level.
52% increase in new customer acquisitions
57% decrease in sales team attrition
31% revenue increase per chat/messaging session
28% increase in speed to proficiency
18% NPS improvement
Proven training cadences to bring out the best in your sellers
We've determined the ideal coaching cadence to harness the full potential of your sales agents and sales leaders and drive ROI for your company.
For sales agents
- Two weeks of new-hire training, including our proven simulated learning tools, to develop skills and learn policies and procedures.
- One week of nesting to ensure team members are properly supported by a leadership team member. During nesting, we adhere to a 1.5:1 ratio of support/SMEs to agents. This period also includes 2-3 individual coaching sessions per agent, 1 or 2 calibrations with the larger team, and a daily team huddle to review actions, updates, goals, and expectations.
For sales leaders
- Training that mirrors the sales agent training, as well as additional coaching including playbook review and manager shadowing.
- A nesting period that includes hands-on training (similar to what agents receive) as well as meetings with trainers, subject matter experts, and agents throughout the week to share coaching best practices.