186: Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles

The Predictable Revenue Podcast

English - February 18, 2021 12:30 - 28 minutes - 28.7 MB - ★★★★★ - 33 ratings
Management Business Entrepreneurship outboundsales sales predictablerevenue saas salesrep sdr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: 185: Rev Ops: The Missing Link That Will Increase Your Revenue by 26%

Next Episode: 187: The Importance of Account Planning

Aaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast.

Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He’s a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights include: sales process vs sales enablement (2:38), mapping competencies necessary in sales roles (4:01), pinpointing incompetencies (6:50), scoring SDRs on those competencies (9:15), scoring AEs (13:08), coaching to improve these competencies (17:49), and the business impact of having a robust coaching program in place (22:40).

SHOW NOTES:

The scoring system for profiling your ideal customer: Hunting your Zebra: How to Profile Your Perfect Prospect

More on sales enablement: Why Marketers Suck at Sales Enablement…And How to Fix It

Turn your critical internal sales knowledge into an effective training program with Christi Wall