Win More Deals by Providing Your Sales Managers with a Coaching Cockpit

Sales coaching is a critical multiplier for sales effectiveness. When your sales managers are excellent, consistent, and supported in coaching effectively, your sales teams perform better and continually get better.

In a world where there are no handicaps, teams that continually improve, continually win.

At Membrain, our platform has always helped salespeople execute more effectively on your strategy. Now it’s going to help your coaches coach more effectively, with the Membrain Coaching Cockpit.

What’s In the (Coaching Cockpit) Box?

We asked you what you’d like to see in the coaching cockpit, and you answered. We’ve included all the most critical and supportive tools you requested, organized to make your life easier and your work as a coach more effective.

The coaching cockpit, which launches later this year, is organized into team overviews and individual overviews, to give you an at-a-glance view of how your team and individuals are doing. Then it allows you to drill down to see in detail what’s going well, what needs work, and where you should focus your coaching.

The Coaching Cockpit is powered by our superior process-driven platform, drawing data and insights from how salespeople are performing within the sales process, and displays it in an interactive format that makes it easy for coaches to build cadences and coach to what salespeople need most.

How to Use the Coaching Cockpit to Win More Deals

As a coach, your time is limited, so you need to know who needs coaching, when, and in regard to what topics. Use the Coaching Cockpit’s team overview to see this at a glance. The cockpit gives you a way to visualize which skills are needed on your team, as well as both leading and lagging indicators for overall performance. It also enables you to see which team members may be struggling or require extra coaching to reach their potential, and allows you to drill down to see the individual overview for each one.

As a coach, your time is limited, so you need to know who needs coaching, when, and about what.

The individual overview enables you to see each salesperson’s skills, how they’re performing within the process, and their own self-rated abilities and areas for improvement. This view helps you decide with the salesperson where to focus your attention during coaching sessions.

The Coaching Cockpit also displays how salespeople are managing their time: What percentage of their time is spent on adding new deals, versus nurturing existing pipeline, versus managing accounts.

Using these tools, coaches can coordinate with the salespeople to choose a focus area for improvement, and set target dates to improve that area. For instance, if they need to focus on improving their prospecting, you can set a prospecting focus and a target timeframe to work on it. Within the Coaching Cockpit, you can then see a performance curve to see how effectively the salesperson is applying the new skills and coaching across that timeframe.

The Coaching Cockpit’s flexibility enables coaches to view performance as a high-level overview, and to drill down all the way as far as a single data point. Coaches can use this capability to decide whether to focus on coaching the whole team, an individual, a large deal, a single stakeholder for the deal, a single phone call, or just simply prompt a salesperson to take the next right action on a deal.

On teams that have a sales director who is coaching the coaches, the Coaching Cockpit can be used to see how well each manager is performing as a coach. At a glance, see whether they are coaching often enough, in the right cadences and quantities of type of coaching.

And for individual salespeople, the coaching cockpit can be used to self-coach. The overview can help them see for themselves if their pipeline isn’t healthy or if they’re not performing enough of a particular type of activity, or where else they can improve, and then they can set targets for themselves and seek help with those areas.

We’re extremely proud of our Coaching Cockpit and excited to introduce it to you soon. We continue to add improvements and would love to hear your insights into what you would love to see - just drop me a note.