Many managers allocate the largest portion of their coaching time on “deal coaching,” as a means of enabling sellers to win specific opportunities. In this presentation, our expert panel will address best practices in deal coaching. Some of the questions to be address are: How should sales management think about deal coaching in the context of broader salesperson development? When is it appropriate for sales management to insert themselves into the selling effort? How does sales management have the biggest impact on deal success
Session Panel
- F. Leff Bonney, Ph.D., Assistant Professor, Florida State University College of Business
- Mike Braun, Principal, Pivotal Advisors
- Brad Tracy, Vice President, North America Channel Retail Sales, NCR Corporation
- Moderated by Bob Kelly, Sales Management Association Chairman
