"Insight" Sales Coaching 12 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 …

Read more

Early Stage Sales Coaching 1 year 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 …

Read more

Sales Coach as Facilitator 1 year ago

The role of the manager in many organizations has been changing over the last 10 – 15 years. Traditionally managers were there to manage the people who reported to them and their basic role was to allocate the …

Read more

Post Sales Coaching 1 year 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 …

Read more

Sales Coaching for the Buyer 1 year 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 …

Read more

Community Sales Coaching 1 year ago

The majority of coaching that takes place between the sales manager, or coach (if they aren’t the same person) and the salesperson is of the ‘deal coaching’ kind. In this situation, the coaching sessions will probably follow a …

Read more