May 2023
Intermediate to advanced
288 pages
6h 6m
English
book
The Sales Agility Code: Deploy Situational Fluency to Win More Sales
by Michelle Vazzana, Lisa Sottosanti Doyle
Content preview from The Sales Agility Code: Deploy Situational Fluency to Win More Sales
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CHAPTER 12
Coaching Sales Agility
What comes to mind when you hear the word coaching? Perhaps your first thought is athletics. Or maybe you think of your annual performance review or a pipeline review. Coaching is a term that is used broadly, and often inappropriately. One organization we work with uses the term “coach them out” to indicate that coaching is the mechanism used to convince poor performers to quit. You can imagine that employees are not lining up for coaching in that organization!
Most of the coaching initiatives offered in medium to large businesses are focused on general developmental coaching. Few focus on sales coaching specifically. This is a problem because coaching a salesperson is not the same as coaching an accountant ...