PRIME+ Selling System Blog

Curious how you can incorporate Fox Selling System's scorecards to enhance your teaching behaviors and have better coaching conversations? Tom Fox talks about how our scorecards are the perfect addition to your routine. 

The second feature in the Fox Selling System are our scorecards. And we have four different scorecards where we can look at and observe behavior that we can have just incredible coaching conversations.

The first one I'd like to talk about is the sales rep scorecard. When managers are doing work with or ride behinds or ride alongs with their team, they now can observe things and coach things and score things that we historically weren't able to do.

Like listening, like aligning benefits to customer needs, handling objections, closing, think of it this way. If our managers can work with their sales teams once a month, hitting 10 accounts a day, you know, just on average, you're looking at a hundred, 120 data points across calendar year, where you could have just, and just incredible data where the manager would have empirical proof against where someone is at.

And then think of all the coaching conversations that are going to take place. So that is a wonderful example of how we can really develop people and what we would call on the job training executives can also observe managers as they're coaching their teams.

So there's a sales manager scorecard. In addition, there's a key account scorecard and there's also a sales meeting scorecard. So a lot of the key behaviors that we need to have our teams be good at.

We now can observe track and monitor and again, have wonderful coaching conversations on an ongoing basis that drives extraordinary ongoing development.