{"id":11810,"date":"2018-11-07T10:08:45","date_gmt":"2018-11-07T10:08:45","guid":{"rendered":"https:\/\/www.businessanalyze.com\/sales-coaching\/"},"modified":"2019-12-17T15:33:51","modified_gmt":"2019-12-17T15:33:51","slug":"sales-coaching","status":"publish","type":"page","link":"https:\/\/www.businessanalyze.com\/en\/sales-coaching\/","title":{"rendered":"Sales Coaching"},"content":{"rendered":"
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Data-driven Sales Coaching<\/h1>
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Coach sales reps to success with data and analytics<\/h1>
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Sales coaching\u00a0is one of the\u00a0most important factors influencing performance.\u00a0With Business Analyze, you can\u00a0help your reps achieve more using data to drive goals and\u00a0outcomes.\u00a0Start video<\/span><\/a><\/p>\n<\/div><\/section><\/p><\/div>

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Have more effective 1:1 discussions<\/h2>
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Agree on specific goals<\/strong><\/h3>\n

Define and measure specific, personal sales\u00a0(volume and amount) and\u00a0activity goals based on individual capabilities and historic performance data.<\/p>\n<\/div><\/section><\/p><\/div>

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Spot improvement areas with ease<\/strong><\/h3>\n

Guide sales rep development and offer constructive input based on key sales metrics,\u00a0progress\u00a0reports and benchmarks rather than intuition<\/p>\n<\/div><\/section><\/p><\/div>

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Reinforce positive behavior<\/strong><\/h3>\n

Keep up motivation by making progress visible, sharing quantifiable achievements and sending encouraging comments on mobiles and scoreboards.<\/p>\n<\/div><\/section><\/p><\/div>

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Enable self-management<\/strong><\/h3>\n

Help each rep self-manage\u00a0his\/her own activities and actions with key sales process reports and diagnostic tools readily available on dashboards.<\/p>\n<\/div><\/section><\/p><\/div>\n<\/p>\n<\/div><\/div><\/div><\/div><\/div>

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Measure, reward and develop with a complete set of tools<\/h2>
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The sales coaching toolkit is part of Business Analyze ‘s complete sales analytic and performance platform. It’s carefully crafted to help you\u00a0identify areas for change,\u00a0encourage progress, and\u00a0recognize\u00a0achievement.<\/p>\n<\/div><\/section><\/p><\/div>\n\n<\/div><\/div><\/div><\/div><\/div>

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Goal-setting and tracking <\/span><\/span><\/span><\/p>

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  • set budgets or simulate the effects of an increase (volume and amount)<\/li>\n
  • agree activity\u00a0goals (meetings booked, demos, etc.)<\/li>\n
  • get progress reports: actual vs targets and variation<\/li>\n
  • learn what works and what doesn’t with trend and comparison reports<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n

    Pipeline refill requirements <\/span><\/span><\/span><\/p>

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    • understand how much needs to be added to the pipeline<\/li>\n
    • check it is\u00a0‘healthy’ in\u00a0term of\u00a0amounts and no. cases<\/li>\n
    • visualise\u00a0requirements\u00a0to actual<\/li>\n
    • tracks volume and amount of new cases needed<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n

      Total pipeline requirements <\/span><\/span><\/span><\/p>

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      • Keep on track to meet budget<\/li>\n
      • Use indicators to spot issues<\/li>\n
      • Look ahead to\u00a0see\u00a0sales prognosis for coming months<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n

        Keep pipeline healthy <\/span><\/span><\/span><\/p>

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        • complete view of all\u00a0sales process<\/li>\n
        • easily review case by case<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n<\/div><\/div>

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          Move cases forward <\/span><\/span><\/span><\/p>

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          • identifies specific cases that are past close date<\/li>\n
          • tells you where actions were planned, but not executed<\/li>\n
          • tells where plans are missing<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n

            Spot areas of improvement <\/span><\/span><\/span><\/p>

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            • win\/loss report<\/li>\n
            • benchmarking<\/li>\n
            • comparison and trend reports<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n

              Sales velocity calculator <\/span><\/span><\/span><\/p>

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              • key sales velocity metrics per person or overall<\/li>\n
              • see developments over time with trend reports<\/li>\n
              • benchmarking: individuals or teams<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n

                \u2018What-if\u2019 scenarios <\/span><\/span><\/span><\/p>

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                • change sales variables and see revenue results<\/li>\n
                • run simulations with reps\u00a0see their\u00a0potential<\/li>\n
                • test scenarios as input to setting new budgets<\/li>\n<\/ul>\n <\/div> <\/div> <\/div><\/section>\n<\/div><\/div>
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                  Help your team reach their potential<\/h2>
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                  The sales simulator helps you run “what-if’ scenarios so you can better understand past performance and apply the lessons going forward.<\/p>\n

                  Calculations are based on personal sales velocity metrics.<\/p>\n<\/div><\/section><\/p><\/div>

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                  Encourage and follow-up<\/h2>
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                  Once everyone agrees what needs to be done,\u00a0you can keep everyone excited and motivated using the mobile app.<\/p>\n

                  Shares progress on-the-go, send encouraging messages to sellers and comment on a job well done.<\/p>\n<\/div><\/section><\/p><\/div>\n\n<\/div><\/div><\/div><\/div><\/div>

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                  “The CRM data was messy and reports were unreliable. We needed to build a culture based on measurement.<\/p>\n

                  Now sales teams are achieving monthly activity targets 20-30% more often and sales forecasting accuracy improving to within 98%.”<\/p>\n

                  Gunnar Aasen\u00a0–\u00a0<\/em>Chief Commercial Officer –\u00a0<\/em>Puzzel<\/em><\/h6>\n<\/div><\/section><\/div>\n<\/div><\/div><\/div><\/div><\/div>
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                  One of the most important changes you can make<\/h2>
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