| Question |
Answer |
| How will the Sales Coaching Feed improve performance and revenue? |
- CoachFeed identifies each salesperson's in their greatest area of need. Then prescribes developmental sales guidance from the world's leading sales experts: including: Jeffrey Gitomer (The Little Red Book of Selling), Jim Cathcart (Relationship Selling), Brian Tracy (The Psychology of Selling), C. Lee Smith (SalesCred), Tony Alessandra (Collaborative Selling), Jennifer Gitomer (Sales in a NY Minute) and many others.
- CoachFeed also asks follow-up coaching questions and, optionally, sends the answers to their sales manager.
- CoachFeed develops their sales competency across many skills including: Closing Skills, Discovery Skills, Objection Handling, Building Sales Credibility, Problem Solving, Competitive Tactics, Time Management, Social Selling, Remote Selling and more.
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| What is included in each feed? |
- Developmental Sales Coaching Feeds include sales guidance, two coaching questions and a recommended article, video or podcast.
- Sales Mindset Feeds include personal insight about the salesperson's mindset and two coaching questions.
- Account-Based Coaching Feeds include research about the prospect, account, category or their competitors, plus two coaching questions related directly to their desired outcome.
- Coaching questions are designed to be answered in two minutes or less with the results optionally sent to their sales manager for review and follow-up discussion.
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| How are the feeds delivered to my salespeople? |
Feeds are delivered via email and the SalesFuel Mobile app. Delivery through Slack and Microsoft Teams in coming 1st Half 2021. |
| How often are the feeds delivered to my salespeople? |
The personalized Sales Coaching Feed is delivered once per week. The Sales Mindset Feed is delivered once per week. Account-Based Coaching Feeds are delivered once per week for up to four (4) targeted prospects/accounts. |
| How will CoachFeed improve soft skills? |
- In addition to sales skills, CoachFeed also identifies and develops crucial soft skills salespeople need in today's marketplace.
- These include: collaboration, handling rejection, drive, attention to detail, responsiveness, initiative, resilience, consistency/reliability, continuous learning and others.
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| How will the Sales Mindset Feed improve performance and revenue? |
- CoachFeed increases each salesperson's awareness of their sales mindset based on four scientifically validated psychometric assessments.
- CoachFeed prescribes strategies to consider from behavioral mastermind and SalesFuel Chief Behavioral Advisor Steven Sisler — along with follow-up coaching questions.
- CoachFeed identifies and develops several important mindset traits required for success in sales, including: Attitude + Positivity, Motivation, Coachability, Empathy, Beliefs in Company/Product Line/Self, Stress Management, Working Effectively with Others, Decision-Making and more.
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| How does Account-Based Coaching improve performance and revenue? |
- Your salesperson select a target account/prospect, plus their desired initiative to complete.
- CoachFeed prescribes shareable insight for the account/prospect to build sales credibility and improve discovery.
- Initiatives are: Landing New Business; Growing Existing Accounts; Closing Difficult Sales; Advancing Prospects through the Funnel and Saving At-Risk Accounts. Coaching questions are focused on the initiative, plus (when needed) Delivery After the Sale.
- Once completed, the salesperson is asked to provide you with the dollar amount of their win and a quick summary of their accomplishment.
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| How does CoachFeed use brain science? |
- CoachFeed uses four psychometric assessments to determine the greatest areas for potential development of your salespeople. Each assessment provides a different perspective on how each salesperson is naturally 'wired.'
- These perspectives are: emotion/behavior, temperament, motivation and core values/beliefs.
- Each assessment also checks-and-balances the others to make it less likely for respondents to throw off their feeds by providing misleading responses.
- Just as importantly, CoachFeed puts this into the context of the sales position with a fifth instrument — SalesFuel's Sales Competency Assessment.
- This provides sales managers with the most comprehensive salesperson profile available today for their team.
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| What other tools does CoachFeed provide sales managers to improve coaching results? |
- The Coaching Session Log enables managers to rate and record 1 on 1 sessions and other coaching sessions for each rep.
- The Communication Coach provides situational tips to be used with each salesperson so you can be heard when you communicate with them.
- Favorite Things allows managers to keep track of each reps favorite foods, drinks, hobbies, entertainment and more and use them for motivation.
- Manager Resources provides a library of executive summaries on sales management, the Manage Smarter podcast, videos and more.
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