Coaching: Is What You Learned Wrong?

The notion that sales coaching is an essential ingredient in improving sales organizations is not up for debate for much of the sales world. But while the debate about the necessity of sales coaching may be over, most sales leaders will tell you that they barely have time to manage their sales teams and they just don’t have time to coach.  So we ask the question: What if you could cut the time you coach in half and get better results?

We’ve identified what we consider to be the top two mistakes that hinder effective sales coaching – mistakes that if avoided will greatly simplify the sales coaching process and minimize the time it takes to effectively develop your reps.

By reading this guide, we’ll show you how to shift from:

• Developing the wrong people to developing the right people.

• Measuring behaviors to measuring outcomes.