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How Top Sales Reps Coach Themselves | Sales Coaching

If you’re not closing deals, you’re leaving money on the table.

The good news?

Winning isn’t complicated.

We looked at 20.000 sales meetings, and here’s the truth…

How you can use Kickscale to become a top sales rep.

There’s a couple of big things top reps have in common.

Some tactics that they identified, that they keep doing over and over again.

And we are going to show you how you can track and apply these.

SELF COACHING

Top reps live by these rules:

Identify your potential – Changing behaviors can lead to a significant impact.
Repetition is the mother of skill – Show discipline and consistently work on your skills. Always.

Tracking your sales meetings with Kickscale will help you identify your potential.

However, applying what you’ve learned and living up to your full potential?

That’s up to you.

Now, let’s take a look at the most important measures.

#1 Get as much information from

the prospect as possible

Information = Power

The more you know about your prospect, the better you can understand their needs and solve their problems.

How do top reps achieve this?

They focus on key metrics that appear after each meeting.

The most important metric? The customer monologue.

Top reps aim to make the customer's monologue as long as possible.

They achieve this by diligently working on the following metrics. 👇

Talk Less, Listen More: There’s a reason we, as humans, have only one mouth but two ears. This ratio speaks for itself—listening is incredibly powerful.
Ask Open-Ended Questions: Start questions with Who, What, Where, Tell me…, Explain to me…. These questions encourage longer, more insightful responses compared to closed-ended ones. You’ll find examples at the end of this blog post.
Be Patient: Pause intentionally to give the prospect time and space to respond.
Slow Down: Don’t rush. Keep your speaking pace slow and calm.
Shorten Your Monologue: The less you talk, the more the customer will feel heard and valued.
Encourage the Customer to Talk More: Your goal is a long and meaningful customer monologue.

📌 The Key:

Prospects open up when you stop dominating the conversation.

Top sales reps treat sales meetings like a genuine conversation — almost like a dance. One partner talks, and then the other follows.

Here’s how this looks in the platform:

See the Difference?

When the prospect isn’t given enough room to talk, the conversation becomes one-sided and less effective.

Avoid this by following the rules above.

They’re simple, but trust me... they work.

#2 Follow a winning structure

Successful reps don’t wing it.

They follow a clear structure which you can see below.

Did You Spot the Difference Between an Average and a Top Sales Rep?

Always remember: less is more.

Identify up to 3 core challenges during the sales meeting.
Prioritize and demo the most important feature first.

For each feature, follow this framework:

Highlight the business problem: Explain the specific issue the feature addresses.
Briefly demo the feature: Show how it solves the problem, then stop the screen share.
Quantify the impact: Share metrics like, “Our customer X saved Y% in costs.”
Ask a GAP question: Prompt reflection with questions like, “How does this compare to how you work today?”

Try this in your next meeting!

See below how the app tracks your meeting structure, helping you refine and improve from one meeting to the next.

Now, let’s talk about something that’s often underestimated yet incredibly powerful:

Proper next steps.

You’d be surprised how many reps overlook this crucial step!

#3 Always lock in clear next steps

Be Specific: End Every Meeting with a Scheduled Follow-Up

Always agree on next steps during the call... leave no room for uncertainty.

Are you consistently doing this?

If not, it’s time to make it a habit.

Check your progress after your next meeting directly within the app.

Top sales reps know which next steps work

Don’t be vague. Instead, follow these principles:

Specific Action: Clearly outline the next step, such as sending a proposal, scheduling a follow-up call, or setting up a demo.
Defined Timeline: Set a specific date and time for the follow-up. This creates urgency and helps avoid delays.
Mutual Accountability: Ensure both parties are engaged and committed to the next stage. Involve the prospect in the process to solidify their buy-in.