Category Archives: Sales Coaching

August 29, 2018

Coaching Sales Reps Like Legendary Sports Coaches

This post originally appeared here in the Closers Coffee blog. As you know, there are many parallels between sales and sports. In both sales and sports, everyone is the member of a team, each member has a different role, and the entire team’s success depends on individuals giving their best. And, as with sports teams, […]

10 Things Great Sales Coaches Do - Part 3

August 20, 2018

10 Things Great Sales Coaches Do – Part 2

In the first blog of this series, we discussed the first 6 characteristics of superlative sales coaches. These were great communications skills, creation of a coaching culture, recruiting the right team members, investing in their new hires, motivation in good times and bad, and requiring accountability at all levels. In this follow up, we’ll look […]

August 13, 2018

How Sales Pipeline Coaching Leads to Quota Achievement

This post originally appeared here in the Selling Power blog. One of the most important things separating great managers from their less-successful peers is how they choose to spend their time with the salespeople they manage. Sounds a little obvious, doesn’t it? But it’s not just time spent; it’s time spent engaged in meaningful pipeline […]

August 7, 2018

10 Things Great Sales Coaches Do – Part 1

Sales coaching is both an art and a science. Salespeople need sales managers to motivate them, develop their strengths, overcome their weaknesses, and guide them to victories that will define their careers. No matter how clever the sales strategies, they are only as good as the people assigned to execute them. In this three-post […]

July 3, 2018

Your Reps Think You’re Wasting Their Time (This is Why)

This article originally appeared here on the Sales Hacker blog. If you’re like most sales managers, you recognize the value of sales coaching. Rather than draw a pretty picture of the ideal coaching interaction, I thought it might be interesting to instead give you examples of what bad sales coaching looks like. When we observe the […]

April 19, 2018

Sales Education Foundation Annual Magazine 2018, Spotlight on Research Pg 30-31

February 22, 2018

How to Craft a Killer Sales Coaching Program

Sales coaching is a topic close to the heart of sales leaders, sales reps, and sales and development departments. Any webcast we conduct or paper we write on the subject yields a great deal of traffic. Consequently, we spend a lot of time thinking about the problems with popular sales coaching models and why they […]