Sales coaching interactions are effective when they are focused on specific behaviors, structured in a consistent format, and enabled with useful tools. This workshop suggests how to organize coaching interactions, and illustrates one firm's approach to coaching tool creation and use.
Using sales processes based on basic selling activities, Schlumberger supports structured manager-salesperson interactions. In this workshop, Schlumberger's Joseph Amlin reviews how and why their coaching tools were developed, and how they are used in the field by Schlumberger's global sales organization. Included is a review of tools used for coaching call planning, deal/proposal management (including bid response), account management, and territory management.
Joe is accompanied by Vantage Point Performance's Michelle Vazanna Teel. Michelle will provide broader perspective on the importance of linking sales process with coaching activities. She provides a framework for developing coherent sales processes, and expert advice on how leading firms enable sales process through the sales management team.
