Best Practices in B2B Sales Leadership | Peer To Peer Sales Coaching

Hi Again,

I hope that you’ve all had a joyful and productive week.

It’s been some time since I’ve had a chance to put some of my sales leadership ideas to paper, so I apologize to my readers who look forward to these insights.

As an accomplished sales leader and coach, I am always looking for ways to leverage my limited time and the resources available, so I thought I’d share one of the most effective sales leadership techniques available to help you do the same.

Peer-to-Peer Sales Coaching

Peer-to-Peer Sales Coaching, in its most simple yet powerful form, is the process of sales reps helping each other in real-time to overcome the hurdles they face that threaten to limit their individual success. These may be hurdles as generic as personal behaviors or as specific as a particular prospect objection related to a specific deal opportunity.

A typical sales force comprises a variety of experience levels, from seasoned veteran to novice…and even rookie sales reps.  While many sales leaders motivate their troops through “sales competitions” amongst their sales teams, top performing B2B sales leaders rely more on cooperative, team selling processes to nurture revolutionary sales and profit growth.

This means that sales reps are incentivized to help their peers and team mates, and are not motivated to beat or show up their peers. When an individual sales rep succeeds, the company succeeds, and the best sales organizations implement systems and incentives that send the message across the entire sales organization:

“When one of your peer sales reps succeeds, we all benefit.”

With the right incentives in place, veteran reps proactively help their less experienced rookie counterparts to overcome hurdles that they themselves have successfully navigated in the recent or distant past.

More importantly, the sales leader who implements Peer-to-Peer Coaching processes and systems activates and facilitates his reps to help each other to succeed in an ongoing and repeatable way.

Look for my upcoming post next week in which I will provide specific examples of some best practices for activating peer-to-peer coaching processes.

 Cheers, and Happy Hunting!

Scott Trunkett