6Developmental SalesCoaching—Focus and Discipline
Focus and discipline provide the management dimension of sales coaching.
Salespeople commit to carry out specific coaching action steps. Commitment is mutual. Your commitment comes in the form of your dedication and in setting clear objectives and the consistency and quality of your sales coaching (for example, noticing interim progress or issues, providing ongoing support and feedback) and your follow-up.
Knowing how often to coach, maximizing proactive and reactive coaching opportunities, allocating time among salespeople, balancing face-to-face and phone coaching, scheduling team calls and observations, and getting coaching for yourself demand planning.
Sales Coaching Plans
Sales Coaching Plans ...
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