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01 Executive 04 Demand 09 Hiring & 20 Sales 44 Technology & 51 Resources 55 Directory
Technology &
Executive
Sales
Hiring &
Demand
Directory
Resources
Experimentation
Summary
Management
Generation
Training
Training
Summary
Management
Experimentation
Generation
Sales Management: Coaches Corner – Individual
Management
The Perseus Management team consists of Sales Managers and Pipeline Managers.
Following a BPA’s on boarding and training, the Sales Managers work with each BPA to
ensure that they and the team are working together effectively, and toward both
personal and common team goals. Managers work with the team to refine all aspects of
sales operations to include call strategy, messaging and pipeline management through

individual and team coaching. These elements all play a critical role in a BPA’s success:

Individual Coaching

One on one coaching is critical to the success of N3 BPAs. Sales Managers

work with the agents in a number of ways, from one on one meetings and
role-plays, to shadowing sessions, conversation debriefs, hit list and
pipeline reviews and product knowledge research. While team coaching

allows for quicker dissemination of information as well as delivery of a
consistent message, individual coaching fosters a personal connection and

reduces stress, resulting in a more successful BPA within the Perseus team.

QL Call Checks Confidential. For Microsoft Office 365 Internal and Channel Partner use only.

Every call that leads to an opportunity needs to be recorded by a BPA for review.
The Sales Manager will listen to the call and rate it based on its merits (call

attributes as defined). This scorecard will then be used for coaching purposes.
With sufficient resources in place, this process can be expanded to non QL calls
that run a minimum of five minutes, in order to identify any missed opportunities.

Call Listening with Agents
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