Anecdotally, we all know it. Some have experienced it firsthand. Academic and corporate research supports it. Yes, sales coaching can make a significant improvement in the performance of your sales force.

But, as a Sales Enablement leader, how do you help your front line sales managers get the very best results possible for their time and effort? This is where many coaching initiatives fall short and often why they don't stick. The potential is huge, but many don't know how to realize it.

In this episode of Sales Enablement Straight Talk(tm), Doug and Mike will share how you can help your managers:
 

• Use sales analytics to determine where to spend their coaching time to get the biggest impact
• Use the ROAM model with field observation to analyze the targeted performance gaps, validate root causes, and establish possible solutions
• Determine the best solutions - including the 1) best-practice content that will close the gap (the missing knowledge or skill) and 2) the best type of solution (training, coaching, or something else)
• Use simple field training and sales coaching models to support their reps in achieving skill mastery
• Establish a regular coaching cadence to help reps continue to develop skills and achieve their best possible results over time

Mike Kunkle is a recognized expert on sales enablement, sales effectiveness, sales training, and sales coaching. He’s spent over 30 years helping companies drive dramatic revenue growth through best-in-class enablement strategies and proven effective sales systems.
 
Mike is the founder of Transforming Sales Results, LLC and currently works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he designs sales training, delivers workshops, and helps clients improve sales results through a variety of sales effectiveness services.
 
He collaborated to develop SPARXiQ’s Modern Sales Foundations™ curriculum and authored the SPARXiQ’s Sales Coaching Excellence™ course. Mike's book, The Building Blocks of Sales Enablement, is available on Amazon and the course is available through FFWD. See https://linktr.ee/mikekunkle for more.

Doug Wyatt spent 10 years in an industrial B2B sales organization where he developed a suite of skills training and tools to drive revenue growth.

His initiatives established a track record of providing significant impacts in the performance of new sellers and veterans alike. Since joining SPARXiQ as Director of Sales Enablement, Doug has worked closely with clients to equip their sales teams with strategies, tools, and training needed to retain and grow revenue in today's evolving B2B marketplace. He has spoken at national sales industry conferences and led hands-on workshops to help attendees approach their own sales enablement and training efforts strategically. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner. Currently he is developing a number of training courses and sales analytics tools designed to accelerate growth in industrial B2B organizations.