Chapter 8

Developing a Sales Coaching Strategy

As performance improvement professionals, our clients have invited us to work with their sales teams on a variety of sales effectiveness challenges. Over the years we have worked with sales professionals of every skill level, learning from our experiences with all of them. We have worked with them to improve their call planning and execution skills. We have helped our clients successfully launch new products and pursue suitable customers. We have also worked with them to increase their proficiency in the more complex areas of opportunity, account, and territory management. It is this last objective at which we have aimed with this book, a project we originally conceived as a way to codify and disseminate ...

Get Premeditated Selling now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.