CHAPTER 8
OPPORTUNITY COACHING
Opportunity coaching is the exciting stuff. It gets our juices flowing and our wheels turning. It is where we can pull forth our own sales experience and use our knowledge to figure out how to compete and win deals. This is the kind of coaching we love as sales managers. We love it because it involves the most fun part of selling—figuring out the best game plan to beat the competition and win deals. We get to put on our strategy hat and, in the process, look smart. We really like that. We like that a lot.
Because we tend to like it so much, opportunity coaching is the most prevalent type of coaching sales managers provide. When we poll sales managers about the mix of different types of coaching they conduct with ...
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