35 min listen
186: Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles
186: Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles
ratings:
Length:
29 minutes
Released:
Feb 18, 2021
Format:
Podcast episode
Description
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
Released:
Feb 18, 2021
Format:
Podcast episode
Titles in the series (100)
VIDEO - 007: Kevin Dorsey talks about the need for proper sales training in schools and why the industry has it backwards: Kevin Dorsey, SnackNation’s VP of Sales, joins host Collin Stewart for this edition of Predictable Revenue podcast. SnackNation, based in the Los Angeles area, is a healthy snack delivery company used by some of the world’s most well known... by The Predictable Revenue Podcast