Sales Coaching
Tales from the Frontlines of Sales Leadership with Charles Forsgard
Every so often, we like to highlight stories from frontline sellers and sales leaders to discuss the applications of sales philosophy and methodology not just in theory, but in practice. I sat down with Charles Forsgard, VP of Global Sales at Honeywell, to discuss his own experience on the frontlines of sales leadership. You can…
Read MoreThe 4 Stages of Building a New Capability
Building a new capability or skill can be a challenge – whether you’re a sales rep, sales manager, sales leader, or someone just getting back into the gym (quarantine workouts were nonexistent, at least for me). There has been a great deal of research done on what it takes to form a new habit or…
Read More6 Tips for Becoming a Better Sales Coach
There are lots of coaching models out there in the sales world. But the goal for each is the same: to improve sales rep performance and drive revenue. Our preferred and proven model, based on decades of our own experience working with sales reps and sales managers alike, consists of 3 stages: diagnose the gap,…
Read MoreHow to Make the Most of Your Sales Coaching Time
Sales coaching is one of the biggest keys for sustainment from a sales training and development perspective. We often discuss sales coaching from the management angle. However, it’s equally (if not more important) to examine the topic from the sales rep’s perspective. Most sales reps have likely had a variety of experiences with sales coaching…
Read MoreHow to Create A Successful Sales Coaching Training Program
Implementing a long-term sales coaching program is a key component of any successful sales organization. In fact, the 2019 CSO Insights Report on sales enablement states that organizations that effectively incorporate a sales coaching program are nearly three times more successful in meeting their sales goals and almost twice as likely to have engaged sales…
Read MoreJohn Wooden: Lessons in Coaching from One of Basketball’s Greatest
Every winner has a coach, and every coach has a philosophy. Here is a deeper look inside the philosophy of one of the best. If not for a snowstorm, John Wooden may not have become coach of UCLA basketball. He would not have led the team to a record-breaking 10 national championships, seven of them…
Read MoreThe Reason You Don’t Have Time to Coach Your Sales Reps
Simply put, you are coaching the wrong sales reps. Maybe this sounds a little assumptive, but I’m basing this bold statement on 25 years of sales training and consulting experience. Without fail, when asking managers who they coach, the answer is always the same: everyone. And that, my friend, is a mistake. It is not…
Read MoreTherapy Session for Sales Reps and Managers
Let’s have you “lay on the couch” and talk about your feelings. You have a relationship problem and we’re here to help. Building and strengthening the relationship between B2B sales reps/ account managers and their sales leaders is absolutely vital to a productive and happy sales organization. We hope to improve that communication by sharing…
Read MoreSales Coaching Lessons from Michael Jordan and Kobe Bryant’s Coach
In the midst of basketball season, this take on coaching seemed particularly fun and relevant. I realize that not all of our readers are basketball fans, so I opted not to title this piece “Sales Coaching Lessons from Phil Jackson” – for fear that those of you who don’t know that Phil Jackson coached both…
Read MoreOptimize Your Coaching Time with the Quadrant Coaching Method – Part 2
This article is a continuation of one we discussed last week. In the past, we’ve referred to it as “strategic coaching” or “OtherCentered® leadership,” but the idea we’re exploring here, called “Quadrant Coaching” is the same. Quadrant coaching is based on the two biggest barriers that stand in the way of sales coaching: motivating reps…
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