{"id":1190,"date":"2019-07-16T13:49:01","date_gmt":"2019-07-16T13:49:01","guid":{"rendered":"https:\/\/www.rainmakers.co\/blog\/?p=1190"},"modified":"2019-07-16T19:29:31","modified_gmt":"2019-07-16T19:29:31","slug":"sales-class-call-coaching-a-lesson-by-lauren-bailey","status":"publish","type":"post","link":"https:\/\/rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/","title":{"rendered":"[Sales Class] Call Coaching &#8211; A Lesson by Lauren Bailey"},"content":{"rendered":"\n<p><\/p>\n\n\n\n<p>In Lauren Bailey\u2019s video on call coaching, she explains that call coaching was recently ranked as sales leaders worse skill.<br><\/p>\n\n\n\n<p>She explains that the majority of call coaching that happens is informal, and many people do not have structured call coaching meetings, training sessions, or conversations. This is because sales is one of the busiest jobs and most call coaching is done informally on the fly. <br><\/p>\n\n\n\n<p>76% of managers say they coach 3-6 hours per month per rep, but half of reps disagree with that statistic. This might be because when managers interact with reps, they may speak in a \u201ccoaching style\u201d but it is not a formal coaching moment as seen by the rep.<br><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Tips for improving call coaching for managers:<\/strong><br><\/h3>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><a href=\" https:\/\/try.rainmakers.co\/becoming-a-rainmaker-course\/\" target=\"_blank\" rel=\"noreferrer noopener\"><img decoding=\"async\" width=\"200\" height=\"40\" data-src=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/View-The-Full-Course-4.png\" alt=\"\" class=\"wp-image-1247 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 200px; --smush-placeholder-aspect-ratio: 200\/40;\" \/><\/a><\/figure><\/div>\n\n\n\n<figure class=\"wp-block-video\"><video height=\"720\" style=\"aspect-ratio: 1280 \/ 720;\" width=\"1280\" controls src=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/Lauren-Bailey-Call-Coaching.mp4\"><\/video><\/figure>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Keep a consistent calendar for call coaching meetings. Be on top of these meetings and don\u2019t let them slip into an irregular schedule. When coaching meetings are cancelled or changed last minute it can lead to rep disengagement.<br><\/p>\n\n\n\n<p>The top 6 mistakes or \u201ccoachastrifies\u201d to avoid. <br><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Call coaching is not deal coaching, its rep coaching, its rep engagement time.<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>Don\u2019t ask the rep to \u201cbe more like you.\u201d<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>In a call\/meeting &#8211; Take notes on your observations and turn them into questions for the rep.<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>Find the right level of questioning to make the rep think about the scenario in an actionable way.<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>The biggest way to drive rep impact, let the rep choose what they will work on.<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>You get 10x the commitment by letting the rep choose what they work on.<\/li><\/ul>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Steps in Coaching:<\/strong><br><\/h3>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ul class=\"wp-block-list\"><li>C &#8211; Clarify Expectations (We\u2019re going to start a formal call coaching program and look at examples)<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>O &#8211; Observed behavior (\u201cI heard you did this on this call, and the outcome was ____. Let\u2019s talk about it.\u201d)<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>A &#8211; Ask Questions (Ask at least 5 questions)<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>C &#8211; Commit to Action\/Improvement (Why don\u2019t we work on this, what do you think?)<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>H &#8211; How can I help? (Why don\u2019t we rollplay it right now, or do you want to shadow another rep?)<\/li><\/ul>\n\n\n\n<ul class=\"wp-block-list\"><li>N &#8211; Next steps &nbsp;(Ask what prevented the sale, look at the call impact, ask if anything affect the call positively or negatively and make adjustments for the next call)<\/li><\/ul>\n\n\n\n<p>Remember, managers should not focus on coaching for a specific deal, they should focus on building up the sales rep as a whole.<br><\/p>\n\n\n\n<p>And of course, don\u2019t forget to give the \u201catta boy\u201d\/\u201datta girl\u201d approvals as they come in the moment.<br><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><a href=\" https:\/\/try.rainmakers.co\/becoming-a-rainmaker-course\/\" target=\"_blank\" rel=\"noreferrer noopener\"><img decoding=\"async\" width=\"200\" height=\"40\" data-src=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/View-The-Full-Course-4.png\" alt=\"\" class=\"wp-image-1247 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 200px; --smush-placeholder-aspect-ratio: 200\/40;\" \/><\/a><\/figure><\/div>\n","protected":false},"excerpt":{"rendered":"<p>In Lauren Bailey\u2019s video on call coaching, she explains that call coaching was recently ranked as sales leaders worse skill. She explains that the majority of call coaching that happens is informal, and many people do not have structured call coaching meetings, training sessions, or conversations. This is because sales is one of the busiest [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1242,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[],"class_list":["post-1190","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-skills"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.9 (Yoast SEO v26.9) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>[Sales Class] Call Coaching - A Lesson by Lauren Bailey | Sales Career Advice<\/title>\n<meta name=\"description\" content=\"Call coaching is one of the most important exorcizes that a sales leader can go through with their reps. Here are Lauren Bailey&#039;s tips for call coaching:\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"[Sales Class] Call Coaching - A Lesson by Lauren Bailey\" \/>\n<meta property=\"og:description\" content=\"Call coaching is one of the most important exorcizes that a sales leader can go through with their reps. Here are Lauren Bailey&#039;s tips for call coaching:\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/\" \/>\n<meta property=\"og:site_name\" content=\"Sales Career Advice\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/rainmakersonly\" \/>\n<meta property=\"article:published_time\" content=\"2019-07-16T13:49:01+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2019-07-16T19:29:31+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/call-coaching-1.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"628\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Michael Ferguson\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@rainmakers_only\" \/>\n<meta name=\"twitter:site\" content=\"@rainmakers_only\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Michael Ferguson\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/\"},\"author\":{\"name\":\"Michael Ferguson\",\"@id\":\"https:\/\/44.214.167.74\/blog\/#\/schema\/person\/0dc49dc212498c67c51bf211fb7b4fcf\"},\"headline\":\"[Sales Class] Call Coaching &#8211; A Lesson by Lauren Bailey\",\"datePublished\":\"2019-07-16T13:49:01+00:00\",\"dateModified\":\"2019-07-16T19:29:31+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/\"},\"wordCount\":430,\"publisher\":{\"@id\":\"https:\/\/44.214.167.74\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/call-coaching-1.png\",\"articleSection\":[\"Sales Skills\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/\",\"url\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/\",\"name\":\"[Sales Class] Call Coaching - A Lesson by Lauren Bailey | Sales Career Advice\",\"isPartOf\":{\"@id\":\"https:\/\/44.214.167.74\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.rainmakers.co\/blog\/sales-class-call-coaching-a-lesson-by-lauren-bailey\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/rainmakers.co\/blog\/wp-content\/uploads\/2019\/06\/call-coaching-1.png\",\"datePublished\":\"2019-07-16T13:49:01+00:00\",\"dateModified\":\"2019-07-16T19:29:31+00:00\",\"description\":\"Call coaching is one of the most important exorcizes that a sales leader can go through with their reps. 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