Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In a recent article published by CustomerThink, MindTickle’s Senior Director of Product Management, Himanshu Bari, discusses what makes today’s sales coaching such a challenge for businesses.
While coaching has always been an important part of the training process, for sellers navigating today’s digital-first buying journey, coaching is now critical to helping reps learn how to control the sales process and win the customer’s confidence.
Himanshu identifies a lack of time, feedback, visibility, personalization, and specialized skills as the most significant obstacles to overcome when implementing coaching efforts.
For many companies, building out a successful and targeted coaching framework can seem daunting or time-consuming – but that’s exactly where there’s room to grow with coaching automation. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.
- Enhanced visibility and incentives to influence culture.
- Team-level remediation recommendations.
- Machine-assisted reviews and progress reports.