Effective Sales Coaching: The Game of Selling
Anthony Cole Training
SEPTEMBER 22, 2023
Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.
The Top 10 Sales and Sales Leadership Articles of 2022
Understanding the Sales Force
DECEMBER 12, 2022
But it's also the time of year when I publish my list of the Top 10 Sales and Sales Leadership Articles of the year. And of course, as we move ever closer to the holidays, there are lists aplenty on the Top Gadgets, Luxury Items, Gifts for Her, Gifts for Him and Gifts for Kids to peruse.
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5 Reasons Your Managers Are Not Sales Coaching
Steven Rosen
APRIL 19, 2023
Most sales executives realize the impact of managers, not sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. To Coach Or Not To Coach? Alarm bells should be going off in every sales organization. What is the problem?
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Sales Coaching for the Sales Coaches
Anthony Cole Training
JULY 8, 2019
In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force.
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Top 20 Kurlan Articles on Sales Coaching
Understanding the Sales Force
DECEMBER 11, 2012
I present my Top 20 Articles on Coaching Salespeople. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching. 10 Sales Coaching Examples – One Size Does Not Fill All. 5 Steps to Coaching Your Salespeople Beyond Happy Ears.
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The 5 Keys to Sales Coaching
Anthony Cole Training
JANUARY 16, 2020
In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.
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181 Top Kurlan Articles on Sales Coaching
Understanding the Sales Force
DECEMBER 11, 2012
Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.
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4 Differences Between Sales Coaching and Feedback
Hubspot Sales
SEPTEMBER 14, 2023
In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Feedback Benefits What is coaching? Sales Feedback Benefits 1.
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Unlock Sales Success with AI Sales Coaching and Training
Highspot
MARCH 26, 2024
In this blog, you will learn how to use AI in your sales coaching and training initiatives, what the benefits are, and the most impactful subsets of AI. A Gartner study reveals that 77% of sales organizations use digital tools to boost performance , with 66% using AI for personalized training and coaching.
5 Sales Coaching Strategies for Maximizing Sales Results
Topline Leadership
JUNE 28, 2023
This article provides five sales coaching strategies designed to maximize your team’s sales results. Good, structured sales coaching has been found to increase your team’s win-rate by as much as 30%!
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The Latest Perspective on My Most Popular Article on Selling
Understanding the Sales Force
DECEMBER 20, 2022
The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.
5 Keys to Sales Coaching
Anthony Cole Training
JULY 19, 2019
In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. They include: Insight.
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5 Best Sales Coaching Questions
Topline Leadership
DECEMBER 21, 2023
If you want your salespeople to ask better questions of customers – you the sales manager need to ask better questions of your salespeople! Read full article The post 5 Best Sales Coaching Questions appeared first on TopLine Leadership. Here are my five favorite questions to ask of a B2B salesperson.
3 Obstacles to Installing a Sales Coaching Culture
Topline Leadership
MAY 18, 2022
With the Great Resignation happening in today’s business where a wave of people have quit their sales jobs … it means that sales organizations are having to do more hiring and often having to accept candidates with less experience than past hires. Read full article.
Effective Sales Coaching Practices – Part 2
Steven Rosen
JUNE 26, 2012
What do the best sales coaches do? In this article we want to further explore what effective sales coaching looks like. As I previously discussed in Part 1 of Effective Sales Coaching Practices , the goal of coaching is to help the individual improve their performance and reach their true potential.
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Sales Coaching – How to Get More Salespeople Above Quota
Topline Leadership
AUGUST 5, 2022
Sales managers can claim to have a healthy sales team when they reach 80% to 90% of their sales team members performing at or above their individual sales quotas. The trouble is, sales managers often have only 30% to 40% of their salespeople at or above quota. Read full article.
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5 Sales Coaching Strategies for Maximizing 2020 Sales
Topline Leadership
NOVEMBER 16, 2020
Read this article to discover 5 sales coaching strategies for maximizing 2020 sales. Good, structured sales coaching has been found to increase win-rates by as much as 30%. The post 5 Sales Coaching Strategies for Maximizing 2020 Sales appeared first on TopLine Leadership.
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Leveraging Sales Coaching to Motivate Your Sales Team
Janek Performance Group
JANUARY 19, 2022
After all, one goal of any sales manager is creating a high-performing sales team with low turnover. In this article, we outline six tips to motivate your sales team and increase performance, today and in the future. You might even set aside time before or after coaching sessions for employees to informally talk.
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Coaching Training: A 2-Step Process for Sales Coaches
criteria for success
MARCH 30, 2022
As a sales coach, you have an opportunity to give and receive support and grow as an individual. Use this outline to help you get good coaching training. The outline defines both roles of coach and “coachee.”. This means that people take turns coaching and be coached. Coach Your Sales Team To Success.
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Sales Coaching Ideas That Improve Sales Team Readiness & Performance – Part 1
Awarathon
OCTOBER 20, 2021
Publish by: Sagar Pradhan, Growth Marketer Publish on: 21st Oct 2021 In our today’s blog article, we will be discussing the various sales training ideas to enhance sales team readiness. So, welcome to part 1 to learn the various sales training […].
Patience Is a Virtue in Sales Coaching
Janek Performance Group
MAY 4, 2022
In fact, most sales leaders operate at one speed — impatience. Yet for sales coaches and trainers, patience is a virtue that can make or break your sales team’s success. Learning to master sales is neither easy nor quick. Time waits for no one in sales. How To Develop Patience as a Sales Coach.
Too Busy for Sales Coaching? You’re Missing Out on Bigger, Better Deals
Sales Hacker
AUGUST 2, 2021
Sales coaching is often a touchy subject. We carried out research on sales coaching , looking into how different sales employees view it, and the results showed overwhelmingly that sales coaching works, and that most people involved want to see more of it. It improves your bottom line.
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Why Sales Managers Thrive in a Sales Coaching Culture
Topline Leadership
OCTOBER 25, 2023
Read full article The post Why Sales Managers Thrive in a Sales Coaching Culture appeared first on TopLine Leadership. The predictable reactions are a mix of incredulity (“Where am I going to find that kind of time?”) and skepticism (“My salespeople get a lot of training. How is that much.
Effective Sales Coaching Practices – Part 1
Steven Rosen
JUNE 20, 2012
Most sales leaders would agree that effective sales coaching has a positive impact on a sales rep performance and sales. Last month, at a roundtable discussion at the Sales Excellence Canada Conference, I found that the sales leaders sitting at the table struggled to define the role of the front line sales manager.
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Sales Coaching: Building Your Team Up for Success
Aviso
APRIL 13, 2021
Behind every successful athlete is a great coach, and behind every successful sales team is a great sales manager. In this article, we walk through 5 sales coaching strategies to elevate your team’s sales performance.
How a Sales Coaching Platform Can Affect Employee Retention
Sales Hacker
JANUARY 20, 2022
That’s when an investment in sales coaching comes in. In this breakdown, we look at how sales coaching platforms can affect employee retention and how a dedicated program ultimately boosts rep engagement and job satisfaction – bettering your rate of voluntary turnover and saving you the expense of attrition. Okay great.
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Virtual Sales Coaching – The Essential Elements to Know
Awarathon
JANUARY 6, 2021
Publish Date: 07th Jan, 2021Publish By: Shivani Thakur, Sales Lead In today’s article, we have our Sales lead, Shivani Thakur, to share some valuable insights on Virtual sales coaching. years of work experience in Customer delight, Sales management, Client coordination, and Team management.
New Data - Most Sales Managers are a Disaster When it Comes to Coaching
Understanding the Sales Force
NOVEMBER 16, 2020
My article about Crappy Sales Managers discussed the low recommendation rates for sales management candidates, why they are so low, and the bigger repercussions of the problem. Speaking of deeper dives, today's article takes a deeper dive into one of the problems identified in the prior article; crappy sales coaching skills.
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Sales Education - New Events, Articles and Books
Understanding the Sales Force
FEBRUARY 28, 2012
Understanding the Sales Force by Dave Kurlan Today's article has a collection of links to help you, your sales managers and your salespeople become more effective. It's a nice collection of important reminders, tips and insights for all things sales. See this important article for more on the truth about cold-calling.
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The Link Between Coaching Skills For Sales Leaders and Sales Coaching Maturity
Sell Integrity
DECEMBER 15, 2020
Effective sales coaching yields results, and sales leaders intuitively seem to understand this. You don’t have to look far to find another article or blog post talking about the importance of coaching in the workplace. The Sales Coaching Paradox. So where’s the disconnect?
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5 Sales Coaching Tips that Are Easy to Implement
Topline Leadership
JANUARY 10, 2019
This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019. The post 5 Sales Coaching Tips that Are Easy to Implement appeared first on TopLine Leadership.
Getting Sales Coaching Clarity
Xvoyant
JULY 2, 2020
Instead, I’ll opt to provide clarity on what you could be doing to radically improve the performance of your sales force. Sales coaching is a formal developmental process where sales managers partner with their sales reps to improve sales performance. A Sales Coaching Framework and Process.
The Philosophy of a Pitching Coach Will Improve Your Sales Team
Understanding the Sales Force
APRIL 4, 2022
Yesterday I received a daily email from a Paul Reddick, a baseball coach who was drumming up some business for his baseball institute. It resonated - not for its baseball coaching - but as sales coaching. Here's what it said: If your coach is talking about any of the pitching flaws that you see listed above….
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How To Deploy Effective Virtual Sales Coaching
Showpad
APRIL 2, 2021
Sales managers and business leaders know and appreciate this fact, so sales coaching is often a central component of training new hires and providing ongoing support for long-time agents. Virtual sales coaching followed suit. Best practices for successful virtual sales coaching and remote selling.
Sales Brief: Zoom success, the future of sales coaching, emoji stats, & more
Close.io
FEBRUARY 7, 2020
Ready for your weekly Sales Brief? Let's take a look at some awesome sales articles from around the web. In today's Sales Brief we cover a variety of articles including the smartest way to approach content marketing , sales compensation plans that'll motivate your team , Zoom's rocketing success , and much more.
Using Sales Data: Data Driven Sales Coaching
LeadFuze
DECEMBER 1, 2021
How To Approach Sales Coaching Like a Pro the Right Use of Sales Data. Need Help Automating Your Sales Prospecting Process? Here are the highlights of this article: 1) Why does data driven sales coaching matter? Why Does a Data Driven Sales Coaching Matter? The segment-savvy coach.
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Quick and complete guide for sales teams: What to do, what not to do, plus sales coaching activities you can use right now
BrainShark
JUNE 28, 2023
Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Problems with sales coaching aka what NOT to do 1.
Is sales coaching really necessary?
Sales Training Connection
JANUARY 7, 2013
Sales coaching. Sales leadership talks about it all the time. Sales consultants advocate it and Sales Managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens. Great Numbers.
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Busting the myth – Manager doesn’t make a good sales coach
Salesmate
JULY 28, 2021
So, when I came across this myth, “manager doesn’t make good sales coach,” it really surprised me. Sales managers have a lot on their plate; managing employees, sustaining the growth, bringing new customers, and much more. But, do you think managers can be good sales coaches? Julian Goldie . Richard Mews.
CustomerThink: Why Sales Coaching is So Hard and 6 Ways AI is Making it Easier and Better
Mindtickle
DECEMBER 10, 2018
Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.
Demonstrate Effective Selling - Keys to Successful Sales Coaching #3
Anthony Cole Training
DECEMBER 16, 2011
Sales (34). sales accountability (10). sales activities (25). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1). sales candidates (7). sales characteristics (1). Sales Coaching (40). sales coaching skills (10). Email article.
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Sales coaching – addressing the smartphone reflex
Sales Training Connection
JULY 15, 2013
Sales coaching. Selling – technology definitely provides new opportunities for sales managers and sales reps. The article made us recall a scenario raised by a sales manager when customizing a sales coaching program for first-line sales managers. ©2013 Sales Momentum ® LLC.
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Sales coaching – critique vs. performance correction
Sales Training Connection
MARCH 8, 2013
Sales Coaching - Critique vs. Correction. Sales coaching – it’s easy to mistake critique for correction. Sales coaching is all about helping sales people improve their performance skills. So what should our sales coach do next? Our sales coach could follow that example.
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Sales coaching – What are you doing for your top performers?
Sales Training Connection
APRIL 8, 2013
Sales Coaching. One sales coaching question frequently asked is – Where should we focus our sales coaching efforts to optimize the impact on revenue generation? The answer is – focus on the 60% of the sales people that are in the middle of the performance curve. Try innovative assignments.
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