What is your sales coaching RoE (return on effort)?

I’ve been reading Mike Weinberg’s Sales Management Simplified (more in December on that) and he talked about RoE or return on effort.

Which got me thinking (dangerous I know).

I have to share that one piece of advice I always give sales leaders is “Never spend more on someone else’s success than they are willing to spend on themselves.”

Which directly relates to today’s question – What is your sales coaching RoE (return on effort)?

A quick reminder that the only time coaching is effective is when it addresses the Won’t in the Can’t-Won’t-Don’t Know How Model. Those things a salesperson knows how to do and can do – but isn’t doing… or isn’t doing consistently.

If you look at the effort you are putting into:
> helping someone on your team identify and then overcome their fear(s).
> inside sales habit change accountability.
> creating understanding that discomfort today will make them more successful soon.

Are the salespeople you’re working with putting in as much effort as you are?

How are you measuring the 1st step result which will lead to the inside sales success they (and you) want?

Is the effort you are both putting in showing that 1st result?

What could each of you do differently to see better RoE on the coaching you’re doing?

Time is too precious a resource to squander. Make sure you’re spending it with people who are also putting effort into their careers, PLUS your effort is what each salesperson needs to move to their 1st step result.

Then (and only then) will you see the inside sales success you want your team to achieve.