How to Craft a Killer Sales Coaching Program

Sales coaching is a topic close to the heart of sales leaders, sales reps, and sales and development departments. Any webcast we conduct or paper we write on the subject yields a great deal of traffic. Consequently, we spend a lot of time thinking about the problems with popular sales coaching models and why they fail to make a real difference in sales performance.
 
 
3 Steps for Success
One of the biggest issues with sales coaching is that it takes place intermittently and outside the day-to-day realities of selling. Commonly, coaching is something that’s done on a schedule (like annual career development discussions) or during an intervention for poor performance. For whatever reason, coaching has the feeling of an extracurricular activity, not the main event. Let’s take a look at three important facets of successful programs.
Real Time Coaching
Coaching is much more powerful when it’s done in real time within the activity. The