David Fletcher, Co-Founder, and CEO of Maven Sales Group has a deep understanding of the corporate sales environment and has worked as a sales coach for over 20 years. Maven Sales Group is dedicated to helping clients drive revenue to their bottom line all year. 

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. The ultimate goal is improving bottom-line results.

According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates.

For a 100-person sales team with $1 million individual quotas and a $50,000 average deal size, that translates to a $20 million increase in revenue.

Here at Maven, David uses two different coaching models to execute the Sales Coaching program.

1. Execution Coaching Model

In short, the "Execution Coaching Model" works by identifying primary Business Results (a specific $ revenue goal, for example), working backwards to identify the right Sales Activities from their reps to achieve this result (better conversations, perhaps) and then creating and carrying out a coaching rhythm that ensures execution in the field.

The execution model can be boiled down to a 3-step process:

1. Monitor the chosen activities
2. Within a management rhythm
3. Using structured conversions

2. Integrated Sales Coaching Model

When the ROA alignment model is combined with the ARC execution model, a comprehensive coaching framework is formed that ensures both alignment and execution take place in an integrated fashion.

By combining these two sales coaching models, David can ensure that the activities your sales reps are focused on doing are the same activities that are driving business results.

The integrated sales coaching model can also be broken down to a 3-step process:

1. Identifying primary business results (e.g. revenue goal)
2. Working backwards to pinpoint the activities required to achieve these results
3. Creating and carrying out a coaching rhythm that ensures execution in the field

Sales reps need personalized and focused sales coaching in different areas – one-size-fits-all coaching is simply ineffective. But how do we know which activities to coach your reps on?

We look at each rep individually to find out exactly which activities are in the most need of improvement.

Are you ready to become a better sales professional? If you're an individual and you're thinking about hiring your own coach because your boss won't pay for it, contact us here and we will discuss the different 1-to1 sales coaching options that are available.