Every seller on your team – from the newest to the most experienced – needs ongoing sales coaching to refine their skills and reach their full potential. In fact, recent research found 91% of sales managers feel coaching positively impacts their team’s performance.
Considering its impact, it’s really no wonder why so many managers view sales coaching as one of their most important tasks as leaders.
But in today’s world, traditional, in-person sales coaching isn’t always the most practical or effective approach. Instead, many organizations have shifted – at least partially – to online sales coaching. Often, those who make this shift find themselves better equipped to deliver personalized, effective sales coaching that truly moves the needle.
So, what exactly is online sales coaching, and how can you build a program that equips each sales rep to be a top performer? Read on to explore everything you need to know about online sales coaching and how to build an effective program that prepares your sellers for success.
What is online sales coaching?
There’s no doubt you’re familiar with the concept of sales coaching. But what exactly is online sales coaching?
Online sales coaching (also known as virtual sales coaching) is the practice of leveraging digital tools and platforms to deliver guidance and support that helps sellers refine their skills and improve their performance.
Some examples of tools and platforms used for online sales coaching include:
- Video conferencing software
- CRM
- Conversation intelligence software
- Role-playing tools
- Analytics and insights tools
- Revenue enablement platforms
Online sales coaching can be used to deliver various types of sales coaching to sellers, including:
- Deal coaching: Offering guidance on current deals to improve outcomes.
- Skill coaching: Providing feedback to help sellers enhance their skills and behaviors, leading to better long-term sales performance.
In some cases, virtual sales coaching is delivered to sales reps in real-time by their sales manager. For instance, a seller may have weekly coaching calls with their manager to discuss active deals and strategize on next steps.
However, some online sales coaching programs also offer sellers the flexibility to access on-demand support coaching and support as needed. For example, organizations may use conversation intelligence tools that offer feedback after each sales call. Or, they may use AI role-plays, which provide sellers with real-time feedback they can use to improve their skills and behaviors.
What’s the difference between online and in-person coaching?
When you hear the term “sales coaching,” you might first think of traditional, in-person sales coaching. As the name suggests, in-person sales coaching involves providing feedback, support, and guidance to a seller who is physically present with you.
While in-person and online sales coaching both aim to improve seller performance, they’re not the same thing.
One of the biggest differences between in-person and online and sales coaching lies in how coaching is delivered. In-person sales coaching is delivered face-to-face, often in an office or meeting room, and can be conducted in a one-on-one session or with a larger group. On the other hand, online sales coaching is conducted virtually.
Because of its remote format, online sales coaching tends to be a more flexible approach than in-person sales coaching. Sales reps can be coached from anywhere. In addition, online sales coaching programs often incorporate on-demand features, allowing sellers to get real-time support whenever they need it.
Both online and in-person sales coaching typically involve the sales manager. However, online sales coaching can also leverage AI, which provides sellers with more immediate feedback.
Online and in-person sales coaching also use different tools and technology. For example, organizations often use face-to-face discussions, live role-plays, and physical materials for in-person coaching programs. Online sales coaching requires different tools, which might include video conferencing software, conversation intelligence tools, AI role-plays, and integrated revenue enablement platforms.
| Online sales coaching | In-person sales coaching | |
|---|---|---|
Goal |
Improve sales performance |
Improve sales performance |
Setting |
Virtual, through the use of digital tools and platforms. |
Face-to-face, often in an office or meeting room. Meetings can be one-on-one or a group setting. |
Level of flexibility |
Highly flexible. Sales reps and coaches can attend from anywhere.
In addition, ongoing sales coaching programs often incorporate on-demand capabilities, which enables sellers to access support whenever they need it. |
Less flexible, as the sales rep and sales manager must be in the same physical location at the same time. |
Who is responsible for delivering coaching |
– Sales manager – Other individuals, including level up managers or peers, may be involved in sales coaching – Artificial intelligence |
– Sales manager – Other individuals, including level up managers or peers, may be involved in sales coaching |
When coaching happens |
– Pre-scheduled, recurring meetings – On an ad hoc basis, as manager availability allows – On-demand |
– Pre-scheduled, recurring meetings – On an ad hoc basis, as manager availability allows |
Examples of tools and technology used |
– Video conferencing software – CRM – Conversation intelligence tools – AI role-plays – Revenue enablement platforms |
– Face-to-face discussions – Live role-plays – Physical materials – Attendee notes |
Why is online sales coaching important?
Sales coaching is an important part of any sales enablement strategy. Why? Because it works. A recent analysis found that high performing sellers receive significantly more coaching than their lower performing peers. That’s not a coincidence.
But why is online sales coaching particularly important?
While sales coaching can have a big impact on performance, one-size-fits-all coaching doesn’t work. Instead, sales coaching must be personalized to the needs of every sales rep.
But delivering tailored sales coaching isn’t exactly easy, especially when 70% of sales managers report an increase in team size over the past year, and each rep on those increasingly large teams has different needs. To further complicate matters, sales teams are often spread across different geographical locations.
Virtual sales coaching offers a flexible way to deliver effective, personalized sales coaching at scale. Sales leaders can quickly determine the strengths and weaknesses of each rep, and then offer targeted feedback, support, and guidance to improve their skills and performance.
With the right online sales coaching program, sellers can master the skills and behaviors they need to close more deals faster, leading to accelerated revenue growth. Additionally, your online sales coaching program will provide the support sellers need in their roles, which will boost satisfaction and improve retention.
How can you create an effective online sales coaching program?
An online sales coaching program is a great way to provide the support and guidance your sellers need to excel in their roles. It’s no surprise that so many organizations are incorporating online sales coaching into their revenue enablement strategies.
Building an online sales coaching program from scratch can seem daunting, but it doesn’t have to be. Let’s take a closer look at some of the key steps you’ll need to take when developing your online sales coaching program.
Kick your online sales coaching program into high gear with Mindtickle
Every sales rep needs ongoing coaching to reach their full potential. With the right online sales coaching tools, you can start delivering tailored, impactful sales coaching that improves sales skills and performance.
Mindtickle is an award-winning revenue enablement platform offering a comprehensive suite of sales coaching tools. With Mindtickle, you can easily identify the strengths and weaknesses of each sales rep and provide targeted coaching to improve weaknesses.
Of course, sellers may also need support beyond their regularly scheduled sales coaching sessions. Mindtickle uses AI to deliver real-time, relevant online sales coaching to each seller – whenever and wherever they need it. For example, AI role-plays in Mindtickle allow sellers to practice their skills in a safe environment and get immediate feedback they can apply before money is on the line.
Deliver Impactful Coaching to Every Rep
Curious why top-performing revenue organizations depend on Mindtickle to power their online sales coaching programs?
