Role
Sales Coach
The hiring challenge
The sales coach trains and lifts reps' performance one on one; they don't sell, they make others sell better. The mistake is hiring a great salesperson who can't pass on what they do well, or who motivates but doesn't structure the learning. They need sales pedagogy, communication and empathy to connect with worn-out people.
What to assess
Ability to teach and develop selling skills, instructional communication and empathy to connect with the rep.
How we build the mix
A person with higher cognitive ability tends to learn faster, reason better and adapt to new problems. For this role it is a good base for the mix.
Related competencies confirm that this capable person can perform the specific functions of the role well, not just reason in the abstract.
A technical assessment (your own or digitized) verifies they can use the tools of the role. Or, as an alternative, DISC to learn the behavioral profile for the role.
Suggested assessment mix for sales coach
7 assessments · variable time. Suggested guide: adjust it to your process.
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they learn the role faster and structure the reps' learning better
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Helps observe how the person leads and develops the team in their charge.
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Helps observe the selling technique and commercial drive of the role.
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Helps observe clarity in communicating and the quality of dealing with others.
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Helps observe emotional handling and resilience under the pressure of the role.
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Helps observe orientation toward commercial results and understanding of the business.
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helps see their own selling style, the basis of what they will pass on to the team
ⓘ The exact mix and its fit are tuned by Kokoro with you. This mix is a guide, not a closed recipe.