186: Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles

Aaron Evans joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Aaron has 13 years of sales enablement, coaching, and hands-on training experience in multinational, corporate and start-up business environments around the globe. He’s a qualified coach and practitioner of Neuro-linguistic programming and Neuro-Semantics, and a passionate SaaS sales enablement leader. Highlights include: sales process vs sales enablement (2:38), mapping competencies necessary in sales roles (4:01), pinpointing incompetencies (6:50), scoring SDRs on those competencies (9:15), scoring AEs (13:08), coaching to improve these competencies (17:49), and the business impact of having a robust coaching program in place (22:40).   SHOW NOTES:  The scoring system for profiling your ideal customer: Hunting your Zebra: How to Profile Your Perfect Prospect   More on sales enablement: Why Marketers Suck at Sales Enablement…And How to Fix It Turn your critical internal sales knowledge into an effective training program with Christi Wall