Skip to Content
Join us at the 2025 Sandler Summit - I Want In!
Discover how AI is revolutionizing customer engagement, predictive analytics, and sales automation, shaping the trajectory of the sales industry. - Register Here
Selling with Certainty in Uncertain Times - Show me how
Gerry Weinberg & Associates, Inc. | Michigan Change Location
Top
This site uses cookies. By navigating the site, you consent to our use of cookies. Accept

How To Succeed at Sales Coaching to Your Sales People with Alana Nicol

|

In this episode of the "How to Succeed" podcast, Alana Nicol, a David H. Sandler Award winner, shares her expertise on effective sales leadership and coaching. She emphasizes the importance of balancing four key roles—supervisor, trainer, coach, and mentor—to help sales teams achieve their full potential. Nicol dives into the difference between tactical and strategic coaching, highlighting how strategic coaching addresses mindset shifts and long-term growth, while tactical coaching focuses on immediate deal progress. By integrating these approaches, sales leaders can drive meaningful and sustainable results.

Alana also discusses essential tools such as pre-call planning, post-call debriefing, and role-playing to create a culture of continuous improvement. She underscores that great sales leaders are remembered for their ability to grow their team members, not for administrative tasks. By prioritizing coaching and fostering a mindset of growth, sales leaders can amplify their team’s performance and their own legacy.

Highlights:

  • The Four Hats of Sales Leadership: Supervisory, Training, Coaching, and Mentoring roles help leaders guide their teams effectively.

  • Strategic vs. Tactical Coaching: Strategic coaching focuses on mindset and behavior, while tactical coaching addresses immediate needs; combining both is key.

  • Pre-Call Planning: A critical yet underused tool to ensure preparedness and refine strategies.

  • Post-Call Debriefing: Reflecting on what worked and what didn’t to drive continuous improvement.

  • Role-Playing and Practice: Builds confidence and ensures sales techniques are second nature.

  • Mindset of a Sales Leader: Focus on team growth and encourage self-discovery for lasting impact.

  • Behavioral Discipline: Schedule consistent one-on-one coaching sessions to maintain momentum and accountability.

Listen to the full episode for actionable insights and practical tools to elevate your sales leadership!

Access a free copy of Sandler's editable PRE-CALL PLANNER you can share with your team.