CHAPTER 9
The Innovative Sale in Practice: Coaching Your Team
JERRY SAT AT HIS DESK, studying the results of an assessment his sales organization had just completed. Over the years, they had run through a number of personality tests and competency ratings, but, Jerry told me, he hadn’t seen his team in this light before—as problem solvers for their customers. I had traveled to Denver to help Jerry, the vice president of sales for a telecommunications company, develop a stronger coaching program for their sales organization. The assessment we had used allowed him to see how his sales reps approach problems. Jerry, in turn, could then link their approaches to his key performance indicators (KPIs). The combination of understanding how the reps worked, ...
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