Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager. Do you spend more time helping reps close more deals or working with them to elevate their selling skills in general? They need and deserve both, but you only have so many hours in the day, week, and month. Well, you aren’t alone. According to a study by the Sales Management Association, managers spend under four hours per week coaching their entire team. That adds up to less than half the suggested 3-hours per rep per month. But, you know that consistent coaching increases rep productivity and of course you want those results. But how can you do that without cloning yourself? One great option that’s gaining popularity is peer-to-peer (P2P) coaching.
Peer-to-peer coaching is exactly what it sounds like. It’s where your reps have a chance to provide feedback and advice to each other. If you’ve been coaching your team members, they already know what to look for. Plus, they all do the same job and are able to understand the challenges each other face on a daily basis. P2P is a lot like what new hires often do when shadowing an experienced sales rep, except they aren’t necessarily watching each other while they are actually working.
I’ve talked about how to scale sales coaching effectively previously, but how does peer-to-peer coaching help? When team members locally and globally are encouraged to coach each other it becomes a habit. This promotes a coaching culture. I mentioned the sharing of call recordings above. An excellent way to do this is by creating a searchable library of recordings that reps can access on demand. This is an easy way to share best practices across your team or your entire organization. Include examples of the best prospecting calls, the best pitch, an effective discovery call, how to handle common objections, how to qualify or disqualify prospects, how to close the sale, and more.
Peer-to-peer is a great addition to regular, consistent sales coaching. It also frees you up for higher level skills development or tactical discussions during individual coaching sessions. You may not be able to provide the quantity of coaching needed with an ever-growing team but with P2P you’re able to provide better quality. P2P coaching helps fill in the coaching gap so that your reps receive the proper amount without you having to provide it all.
Are you ready to give peer-to-peer sales coaching a try? If so, watch for my next article, where I’ll be discussing tools and strategies to facilitate P2P coaching for your team.