B2B sales managers should consider incorporating
the S.H.A.R.K. learning model, remote on-demand coaching tools,
AI-powered conversation intelligence platforms, and customizable
learning assets, according to Patrick Welch, president of sales
enablement firm Bigtincan.
He says tools like these are crucial in maintaining morale in the workforce, especially during the ongoing economic downturn.
- S.H.A.R.K
stands for "see, hear, and retain knowledge." Welch advises sales
leaders to adopt a multisensory coaching approach by taking into account
the various learning preferences of sales reps.
- He recommends that organizations incorporate omnichannel platforms to provide remote on-demand coaching.
- AI-driven conversation intelligence platforms can access the sales reps' pitches or presentations and provide insights.
- Lastly, Welch recommends that organizations consider incorporating customized coaching assets for sales reps.
