What data should you track to improve remote sales coaching?

Remote sales coaching is a vital skill for sales leaders who want to help their teams succeed in the new normal. But how do you measure the effectiveness of your coaching and identify the areas for improvement? In this article, you'll learn what data you should track to improve remote sales coaching and how to use it to optimize your coaching strategy.

1 Sales activities

One of the most basic data points you should track is the sales activities of your reps, such as calls, emails, demos, proposals, and closed deals. These metrics tell you how productive and efficient your reps are, and how well they are following the sales process. You can use sales activity data to set realistic goals, monitor progress, and spot any gaps or bottlenecks in the pipeline. You can also use sales activity data to compare the performance of different reps and teams, and identify best practices and areas for improvement.

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Nasr Saleh

National Shipping Specialist @ Pitney Bowes | Shipping solutions
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Tracking sales activities is fundamental to the vitality of any sales-driven organization. Through consistent monitoring, organizations gain a clear view of the sales funnel, ensuring that no opportunity is overlooked. It helps establish a sense of accountability among sales representatives, ensuring they remain diligent in their outreach and follow-ups. This visibility also aids managers in identifying top performers, areas of improvement, and potential training needs. Moreover, data from tracked activities provides invaluable insights into customer behavior and preferences, helping to refine sales strategies and tailor pitches for better results.

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2 Sales outcomes

Another important data point you should track is the sales outcomes of your reps, such as win rate, deal size, revenue, and customer satisfaction. These metrics tell you how effective and profitable your reps are, and how well they are meeting the customer needs and expectations. You can use sales outcome data to evaluate the impact of your coaching on the bottom line, and to reward and recognize your top performers. You can also use sales outcome data to analyze the trends and patterns in your market, and to adjust your sales strategy and tactics accordingly.

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Nasr Saleh

National Shipping Specialist @ Pitney Bowes | Shipping solutions
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Understanding sales outcomes is integral to the heartbeat of any sales-driven organization. At its core, it encapsulates the results of all sales efforts and strategies. By closely observing sales outcomes, businesses can decipher the efficacy of their sales techniques, campaigns, and approaches. This insight offers a roadmap to what's working and what's not, guiding the way for timely tweaks or complete strategy overhauls. Moreover, these outcomes tell a story about customer behavior, preferences, and the ever-changing market landscape. They serve as a mirror, reflecting the real-time impact of external factors like competitor moves, economic shifts, or industry innovations on sales performance.

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3 Sales skills

A third data point you should track is the sales skills of your reps, such as communication, negotiation, presentation, and objection handling. These metrics tell you how competent and confident your reps are, and how well they are applying the sales techniques and best practices you teach them. You can use sales skill data to assess the strengths and weaknesses of your reps, and to tailor your coaching to their specific needs and goals. You can also use sales skill data to design and deliver effective training and feedback sessions, and to measure the learning outcomes and retention.

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4 Sales behaviors

A fourth data point you should track is the sales behaviors of your reps, such as attitude, motivation, engagement, and collaboration. These metrics tell you how positive and proactive your reps are, and how well they are adapting to the remote selling environment. You can use sales behavior data to foster a culture of learning and growth, and to motivate and inspire your reps to achieve their potential. You can also use sales behavior data to build trust and rapport with your reps, and to encourage them to share their challenges and successes with you and their peers.

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Nasr Saleh

National Shipping Specialist @ Pitney Bowes | Shipping solutions
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Monitoring sales behaviors is akin to understanding the very DNA of a sales-driven organization. It delves deep into the habits, techniques, and actions of sales representatives during their interactions with prospects and customers. Sales behaviors are the foundational elements that, when executed correctly, lead to desired sales outcomes. They encompass everything from the frequency of outreach and the manner of follow-ups, to the techniques used in presentations and the ability to handle objections.

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5 Sales tools

A fifth data point you should track is the sales tools that your reps use, such as CRM, video conferencing, email tracking, and chatbots. These metrics tell you how savvy and resourceful your reps are, and how well they are leveraging the technology and automation available to them. You can use sales tool data to optimize the user experience and adoption of your sales tools, and to ensure that they are aligned with your sales process and goals. You can also use sales tool data to identify and solve any technical issues or glitches that may affect your reps' performance and productivity.

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6 Sales feedback

A sixth and final data point you should track is the sales feedback that you and your reps give and receive, such as surveys, ratings, comments, and suggestions. These metrics tell you how valuable and actionable your coaching is, and how satisfied and engaged your reps are with your coaching. You can use sales feedback data to evaluate and improve your coaching skills and methods, and to ensure that you are meeting the needs and expectations of your reps. You can also use sales feedback data to solicit and incorporate the input and opinions of your reps, and to create a feedback loop that fosters continuous learning and improvement.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Rhishankk Kumar Tiwari

🎯Founder & CEO Health Sage Consulting 🎯IIM Indore 🎯 Medical Device 🎯 Pharmaceutical🎯 ICF Certified Executive Coach/Trainer/Mentor 🎯
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In the ever-evolving sales landscape, track how adaptable your reps are to changing market dynamics, customer behavior's, and industry trends. Measure their agility in incorporating new sales techniques, leveraging emerging technologies, and adjusting strategies in response to market shifts. Adaptable sales teams thrive in uncertainty, ensuring sustained success in remote environments. By evaluating and nurturing adaptability, you empower your reps to navigate any challenges that come their way, fostering resilience and long-term growth. Embrace change, and watch your sales team transform challenges into opportunities

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What data should you track to improve remote sales coaching?

1

2

3

4

5

6

7

1 Sales activities

2 Sales outcomes

3 Sales skills

4 Sales behaviors

5 Sales tools

6 Sales feedback

7 Here’s what else to consider

Sales Coaching

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What data should you track to improve remote sales coaching?

1

2

3

4

5

6

7

1 Sales activities

2 Sales outcomes

3 Sales skills

4 Sales behaviors

5 Sales tools

6 Sales feedback

7 Here’s what else to consider

Sales Coaching

Rate this article

Thanks for your feedback

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