An effective sales coaching program is key to developing a high performing inside sales team. At SalesRoads, we built a rigorous sales coaching program where everyone on our inside sales team has a regular coaching from their designated manager. We found that our appointment setting reps would emerge from their coaching session with many new ideas and actionable concepts, but after a few days most, if not all, of these key takeaways were all but forgotten. As a result, our coaching program did not have the impact that we wanted on sales and appointment setting performance. We knew that there had to be a better strategy for sales coaching.
It was not until I read Gary Keller’s phenomenal book, The One Thing that I realized what we were missing when it came to our sales coaching program. Keller argues that the key to success in business and life is not to do more things, but rather to focus on The One Thing that will have the biggest impact on achieving your goals. When reading his book, a light bulb went off for me as a sales coach.