The Guide to Sales Coaching
Sales Coaching is the single most effective way to improve the performance of a sales team. Many senior sales leaders are caught up in a quagmire of the administration of their business and neglect to focus on one of the key activities that delivers the highest results and most stability to their organization. Other sales leaders recognize that they need to implement a sound coaching program, but that their teams are inadequately prepared to coach. Th is is often due to a lack of understanding on how to effectively coach.
This white paper provides an overview of a proven coaching model that has been deployed at numerous Global 2000 companies across multiple industries. To make coaching more understandable and memorable, we have identified five critical coaching behaviors and described what managers must do in each area to become the most effective coaches possible. We will also reference several opportunities to leverage technology to enable more effective coaching and drive superior sales performance.