What Can We Expect of Sales Agility in 2023 and 2022 Recap
Well, here we are at the end of 2022 and wow! What an interesting year in the sales training industry! Or better stated ‘What aninteresting several years in the sales training industry…?’ We find ourselves in late March 2020 in a global lockdown over the Covid-19 pandemic, an experience those alive today have never encountered. […]
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How Sales Managers Are Trained to Coach (And Why It Isn’t Working)
How Sales Managers Are Trained to Coach (And Why It Isn’t Working) You’ve heard the mantra – sales managers need to do more coaching! When we interview sales managers – and we interview a lot of them – they all agree. Coaching is important, it is necessary, and it should be happening. And it isn’t. […]
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We were recently presenting at an industry conference, and someone from the audience asked a simple but consequential question. She said: “You know, we constantly tell our sales managers that we want them to coach their reps, but I’m not sure that the managers know what that means. In your opinion, exactly what is ‘coaching?’ […]
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