Sales Coaching

Sales coaching is a form of coaching provided to sales reps by a coach or, often, their manager to improve their selling skills. Research by Training Industry and ValueSelling Associates found that there are seven critical best practices for sales coaching:

  • Make a long-term investment in sales coaching.
  • Take an integrated approach.
  • Offer coaching to the entire sales organization.
  • Provide coaching on a variety of sales skills.
  • Train internal sales coaches.
  • Leverage outside sales coaches.
  • Measure impact.

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