"Insight" Sales Coaching 8 months ago

While sales coaching aims to improve the performance of salespeople by getting them to change their attitudes and methods of working, some aspects of the sales process seem more difficult to coach. ‘The Challenger Sale’ by Matthew Dixon …

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Early Stage Sales Coaching 8 months ago

Most sales coaching delivered by the sales manager is deal coaching, which happens when the sales person has engaged with the prospect and is in the process of establishing the facts, dealing with the competition, putting together the …

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Post Sales Coaching 9 months ago

The great majority of sales coaching carried out in sales organizations is done at the deal level and is aimed at improving the salesperson’s performance over time and achieving and beating their targets. While this deal coaching has …

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Sales Coaching for the Buyer 10 months ago

When you think about what the sales manager does for the salespeople they coach, essentially it should never be about telling, but about asking pertinent, searching questions that make them think about the best solution to a particular …

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