compose Sales Coaching Reports
Many assessment outputs stop with the recruiting process, but from early on, the CTS Sales Profile has contained coaching instructions. That’s because, with many years of sales experience, we recognized how coaching increases performance and retention. Most great sales managers recognize that recruiting is half the battle for production and low turnover. Coaching requires knowing people as individuals and then coaching them differently within a company’s sales process.
Basic 9 Traits
The Sales Coaching Report begins by listing the Basic 9 Traits and the candidate’s scores for each trait. The Basic 9 Traits include traits related to an individual’s EGO DRIVE and traits related to an individual’s EMPATHY levels. Each trait relates to a salesperson’s job description. Science tell us that certain amounts of each trait create a personality for high-performance sales. By knowing these, you can make decisions based on the strengths and weaknesses you see relative to the sales position.
Sales Performance Traits
Sales managers learn much from the Basic 9 traits. For example, low detail-orientation and high goal-orientation are traits in many sales positions. The Sales Coaching Report also shows sales performance traits that are derived from a combination of the Basic 9. High recogniton drive combined with high deadline-motivation helps produce a prospecting personality. The Sales Coaching Report lists scores for other sales performance traits in the sales process like: Finds Prospects, Sets Appointments, Discovers Needs, Handles Rejection, etc.. - all to help a sales manager understand an individual’s coaching challenges.
Coaching Tips Per Trait
The last eight pages of the Sales Coaching Report analyzes candidate scores to create coaching tips. Each page corresponds to thoughts generated by one of the candidate’s Basic 9 scores. For example, sales managers learn how to handle someone with a high recognition drive or someone with a low assetiveness. During a 90-day period, a theme is stressed for each candidate. The report then points out strengths and challenges and includes bulleted coaching recommendations. Sales managers enjoy a clear mind regarding how to proceed with teaching and training their salespeople. Let’s begin coaching people better!