Category Archives: Sales Coaching

The Anatomy of an Effecive Sales Coaching Conversation
February 23, 2016

The Anatomy of an Effecive Sales Coaching Conversation

This post originally appeared here in the Training Industry blog. Training sales managers to coach is a hot topic—and for good reason. According to the Sales Executive Council, average sales performance is 19 percent higher for teams whose sales managers are deemed effective coaches than for teams whose managers are rated as ineffective. That’s a […]

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3 Critical Questions Every Sales Manager Must Answer
February 15, 2016

3 Critical Questions Every Sales Manager Must Answer

I have a quick question for you… How confident are you that you will hit your revenue target by the end of the year? 100%? 50%? 0%? When I ask this question of sales leaders, the answers I receive tend to fall somewhere in between 100% and 0%. Obviously, certain failure is not a common […]

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Connecting the Dots: Sales Coaching Leads to Quota
February 3, 2016

Connecting the Dots: Sales Coaching Leads to Quota

If you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales numbers is king, of course! When coaching is connected to goals and objectives, sales managers will naturally make it a […]

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Are Your Sales Managers Coaching for Correction or Coaching for Growth?
December 1, 2015

Are Your Sales Managers Coaching for Correction or Coaching for Growth?

Do your sales managers find the topic of sales coaching to be ill defined and confusing? If they have had more than one training course on coaching, the frustration and confusion may be even greater. The lack of a clear understanding often stems from the vast array of models and coaching definitions that exist in […]

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