Part of your role as coach is to reinforce the lessons from training. Remember, 87% of training insights are lost within a month, but if the training is complemented with coaching, it is four times more effective. Lessons from training are best reinforced by using real life examples. We like to take a sales opportunity that a person has lost, is struggling with, or really wants to get across the line and do a ‘deal breakdown’. In a deal breakdown we analyse the opportunity using the framework we covered in the training.
In the education phase of tell, you also need to tailor the lesson to the level of the salesperson. The advice that you would give an amateur is much different to the advice that you would give a professional. The advice you would give a professional is different to the advice that you would give a world champ. The art of coaching is knowing where salesperson is and tailoring your coaching session accordingly.