COACHING


Creating a Coaching Program Perfectly Tailored for Virtual Sellers


BY DOUG HUTTON, SVP OF PRODUCTS, CORPORATE VISIONS, AND CO-AUTHOR, THE EXPANSION SALE: FOUR MUST-WIN CONVERSATIONS TO KEEP AND GROW YOUR CUSTOMERS


The pandemic continues to throw hurdles in front of sales teams. According to a recent survey by Allego, most sales leaders (76% to be exact) say that not being physically present with their teams over the past two years has made it harder to observe and coach them.


Sellers, meanwhile, are clamoring for guidance and support as they continue to navigate the virtual selling environment. In fact, Allego found that 49% of sales reps hired since March 2020 haven’t been coached well enough on virtual selling to succeed. Just because you’re not physically present doesn’t mean you can’t coach effectively. Use these guidelines to create a perfectly tailored coaching program that enables more productive virtual sales conversations.


16 | SPECIAL EDITION 2022 SELLING POWER | MASTERINGVIRTUALSELLING.COM © 2022 SELLING POWER.


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