There’s been a coaching gold rush of sorts over the past few years. Discouraged by traditional training’s meager returns, and attracted by coaching’s promise of performance improvement, hundreds of sales forces have initiated coaching projects.
Coaching’s early appeal has worn thin for firms whose coaching programs haven’t yielded productivity gains, haven’t been widely adopted, or which have come at too high a cost. Like weary 49’ers, they’re finding it tough to continue, abandoning or scaling back coaching investments.
What separates impactful coaching initiatives that strike gold from those that don’t? This session focuses on overcoming implementation challenges, avoiding common pitfalls, and defining program best practices for leading sales coaching programs.
