How could we make salespeople follow the same sales process through sales management which utilizes indicators?
There are three important questions in the formulation of the sales coaching plan.
In order to formulate a coaching plan which could answer these three questions clearly, firstly, skill diagnosis based on the “indicators” is necessary.
Construct a system which allows the sales coaching flow mentioned above to be implemented organization-wide.
After creating a system for the “indicator collection” of the sales activity, sales managers are then educated on the coaching method, skill diagnosis by using the “indicators” method, and “coaching plan formulation method”.
In addition, rules concerning the assessment of the coaching plan on each level, namely, “salespeople and sales managers”, “sales managers and sales directors”, and “sales directors and board members” are also created in parallel, in order to establish the coaching culture in the organization.