Sales organizations invest in salesperson training, but often overlook the management activity most important to sustaining salesperson development: sales coaching. Even where coaching is emphasized, managers may struggle to make it consistent, focused, and effective. Too often, coaching is a pipeline inspection exercise, not a driver of salesperson capability improvement and better results.
This webcast examines a practical, data-informed approach to sales coaching that helps managers identify performance gaps, focus coaching effort where it will have the greatest impact, and reinforce meaningful behavior change. It also addresses the management disciplines needed to make coaching a consistent and productive part of the sales manager’s role.
Topics include:
- Using performance data to identify and prioritize coaching opportunities
- Diagnosing salesperson performance gaps and targeting coaching accordingly
- Developing essential coaching skills for sales managers
- Establishing an effective cadence for coaching, accountability, and follow-through
- Managing difficult coaching conversations
- Connecting coaching activity with salesperson development and improved sales performance
This session is free to join and open to the public. Become a basic member ($0), login, and return to this page to register.
