The Building Blocks of Sales Enablement

7

Sales Coaching

Sales coaching is a substantial, vital subject and an essential building block that can have a significant positive impact on sales force performance. There are entire books written on sales coaching, so I am only going to hit the highlights of what I’ve seen make a real difference.

For a more in-depth exploration, I have developed a course on sales coaching excellence, which is available through SPARXiQ (see the appendix for a full list of recommended resources and references).

What Is Sales Coaching?

At a high level, sales coaching is a formal developmental process where sales managers partner with reps to improve performance. Sales managers encourage their reps to take responsibility for their growth by helping them determine ...