Research continually confirms that coaching positively influences sales rep performance. Yet, a transparency gap continues to exist between sales managers and sales reps, preventing effective coaching from actually happening. Skynamo is changing the sales conversation and bridging this gap.
Coaching in the dark
Managers often face the frustration of having very little insight into what their reps are doing out in the field, having to rely on assumptions. This lack of transparency has at least two negative consequences:
1. reps are unfairly held responsible for failures to reach sales goals
2. managers spend most of their time micromanaging instead of coaching their reps
Skynamo is changing the sales conversation by bridging the trust gap between managers and reps. Managers have instant insight into field sales activities and a continual coaching conversation is now a reality.
Managers can now identify why some reps struggle and help them work on their weaknesses rather than simply showing them the door.
Managers no longer ask, ‘why are you not overcoming these challenges?’ but rather suggest, ‘these are possible solutions to our challenges’.
"We always prefer to 'coach up' rather than 'coach out'."
'We have a philosophy: we always prefer to "coach up" rather than "coach out". We prefer not losing our reps. All reps have different strengths and weaknesses and Skynamo allows managers to hone in on those qualities and coach them as individuals.' – Mike Giltrow, CEO of BED Holdings
Management is able to see the number of visits a rep is making and the amount of time they are spending at a customer versus the business opportunities with that customer. This helps managers to coach the rep and determine if they are spending too much time at a customer for too little return. By keeping managers in touch with their reps, Skynamo enables them to provide immediate support on any complex issues that might arise.
Skynamo has made Ernest Lowe more aware of where reps are struggling, and it helps them coach reps to where they need them to be.
One of Ernest Lowe’s reps wasn’t reaching his sales targets and his managers initially assumed it was because he was a poor rep. As soon as he started using Skynamo, management noticed that he actually excelled in the number of customer visits made, but didn’t manage to sell very well. Despite going over and above the required call rate, he was asking customers the wrong questions. Management has been able to coach him in this area which has helped him improve his sales. 'Skynamo laid the ground work for us to coach him, and over time we saw a turnaround in his results,' shares a contented Ian Sinclair, National Sales Manager at Ernest Lowe.
'Skynamo allows managers to coach their reps to respond proactively to these situations. Every single one of our reps has said they have benefited from using Skynamo.'
Skynamo continues to change the sales conversation by creating a transparent sales environment that fosters coaching and mentorship. Transparency is key to achieving mutual trust between sales reps and their managers.
Have you read the UK Field Sales Trust Gap Report yet? Download it here for FREE!