Your sales team only has brief coaching sessions. How can you make every minute count?
Short coaching sessions can be highly effective if you focus on key elements that drive performance. Here’s how to make the most of your limited time:
What are your go-to strategies for effective coaching? Share your thoughts.
Your sales team only has brief coaching sessions. How can you make every minute count?
Short coaching sessions can be highly effective if you focus on key elements that drive performance. Here’s how to make the most of your limited time:
What are your go-to strategies for effective coaching? Share your thoughts.
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Be prepared with 2 things BEFORE the short session: 1. What is the most important weakness to improve and, 2. Have one or two 'problem questions' to surface it. Ideally, we have a longer conversation, but if it's quick, problem questions are more effective than typical solution questions. Example, when we ask, "how could you have done discovery better," we are asking for a solution. They don't know and start to guess what you want to hear. A problem question is "How do you know what to recommend next week based on what they need?" If they did poor discovery, the answer will be "Not sure," or "good question". Getting the rep to see the gap on their own is 70% of the process to improve.
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Focus on high-impact micro-feedback. Instead of generic advice, target one key action or behavior per session that directly drives performance. Start by identifying the most pressing challenge each team member faces—whether it’s handling objections, closing techniques, or time management. Then, offer a specific, actionable tip that can be implemented immediately. Make the feedback visual or hands-on, so it sticks. Also, create a micro-goal for each session—something tangible they can work on in real-time, even if it’s a small tweak in approach. This turns every coaching minute into a powerful, game-changing moment. Keep the energy high, focus on quick wins, and ensure each session leaves them motivated and clear on what to improve.
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To maximize brief coaching sessions, focus on 𝐜𝐥𝐚𝐫𝐢𝐭𝐲 𝐚𝐧𝐝 𝐢𝐦𝐩𝐚𝐜𝐭. Start with a specific goal or skill to address, ensuring alignment with the team’s immediate challenges. Use data or recent examples to highlight key learning points, and keep the session interactive—ask open-ended questions to engage your team. Role-playing is a powerful tool for practicing skills in real-time. Always end with actionable takeaways and a commitment to follow-up. Remember, consistency builds momentum—regular, focused coaching boosts confidence and sharpens performance, even in small doses.
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