A top-performing life science sales organization relies on great coaching — not just for representatives but also to build top-notch coaching skills for sales leaders. Are you providing the resources to guide your coaches to success?
Good sales managers can’t just settle for being great organizers or inspiring leaders — they must also be great coaches. But they don’t always start out with those skill sets. As coaches, they also need to be coached.
A majority of your sales leaders probably came from the field — with excellent selling skills and deep life sciences knowledge that continues to help them as managers. Those skills matter, but there are other skill sets needed to coach a team to success — which may not come as naturally.
In fact, one CSO Insights study shows that great coaching results in win rates 8.8 points above the average. But when coaching is left up to the sales manager alone, win rates are actually 4.6 points below the average. To make this leap, sales leaders need great coaching just as much as their teams.
For life science sales teams, the best way to level up sales coaching is with the RLDatix Life Sciences iCoach platform. iCoach provides easier training and feedback access to help sales leaders build their coaching skills. From there, it offers the resources, tools, and infrastructure they will need to practice those skills — and coach their teams to success.
Use iCoach to help Life Science Managers:
1. Build and reinforce skills and competencies:
Senior sales leaders can use iCoach to develop sales manager capabilities and skills, providing needs-based training resources and competency/sales model management. iCoach can help you to assign learning and coaching training modules that connect back to your LMS as a deep link or integration — serving as a fully-functional mobile LMS.
2. Provide forward-looking feedback and guidance:
Sales managers must provide regular feedback and guidance to their sales team — but they also need support themselves. iCoach supports ongoing feedback between first- and second-line managers. The platform provides different channels for constructive formal and informal feedback, field reports — including Quick Feedback, and recognition for managers as well as their teams.
3. Coach the coaches:
Empower second-line leaders to elevate coaching across the organization with our Coach the Coaches tool. This feature allows sales leaders to review and provide feedback on written coaching reports prepared by sales managers — without the coachee ever seeing it. This private feedback loop enhances the quality of your coaching while maintaining a supportive development framework for managers.
4. Assess and support team competencies and support career ambitions:
Consistently identifying growth opportunities is key to team success. iCoach offers multi-purpose assessment tools, like certifications, competency developmental assessments, and post-training assessments, to help organizations provide targeted resources for growth and advancement.
5. Use data, analytics, and technology effectively:
iCoach integrates seamlessly with tools like PowerBI to deliver robust data visualization and insights for sales managers and leaders. Track performance, pinpoint areas for improvement, and make data-driven coaching decisions. The iCoach platform links with your LMS, CRM and analytics tools, creating a cohesive tech stack that enhances visibility and accessibility for your coaching and development process.
Take a tour of the iCoach platform
RLDatix Life Sciences iCoach technology helps organizations better scale their efforts to coach the coaches and teams. Connect with us to see the iCoach platform in action, and see how it can help your life sciences sales organization develop better coaching at every level.