Resources

It’s perhaps the most impactful way a sales manager can drive performance, yet sales coaching is frequently the least-understood, most inconsistently implemented skill for sales managers.  Effective coaching is critical to any sales team’s success, and is a hallmark of consistently-high-achieving sales organizations. Coaching sales teams provides challenges unlike those of other management disciplines.  In this Sales Management Association webcast, Axiom Sales Force Development's Bob Sanders reviews core coaching principles fundamental to success for any sales leader.  Topics covered include the role of “game time engagement,” “player development,” and an easily-implemented process for structuring coaching programs for sales teams.  Focused on practical insights, this presentation provides valuable direction to any manager interested in raising sales coaching quality.