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When it comes to sales coaching our observation is the problem is not so much about bad coaching but the fact that coaching does not systematically occur. When it does occur, it works. So one answer to the dilemma is connecting the sales coaching effort to a high priority Trigger Event that has ev Read More

Salespeople must convert from thinking about listening as something that is passive - to something that is active. Here are 7 best practices to help. Read More

When considering whom to coach the middle 60% should be kept front of mind. However, one neglects top sales performers at their peril. They are extremely intent are developing their skills and talents so if not with you, then with somewhere else. Read More

Competition inside sales teams can be healthy or toxic - effectively create competition inside your sales teams. Read More

The bottom line for handling sales mistakes is when something goes wrong – take responsibility for it – and do it quickly. Read More

Sales and Marketing can no longer be two trains passing in the night, as so many VPs of Sales we know lament. The cost of not fixing this misalignment is now too high. Bridging the gap between Marketing and Sales must be a priority. Read More

Missed the Sales Training Connection? Take a look at our some of our most popular blogs in on sales effectiveness and sales coaching. Read More

Sales coaching and the power of questions. Effective coaching is not so much about teaching people, as it is about helping them to learn – that’s why top coaches ask more than tell. The problem is too many times when coaching, managers don’t ask enough questions. Read More

Focus on the customer and manage the competition by showing the customer that you're the better choice. This blog shares tips on how to gain a competitive edge. Read More

Sales managers – it’s time to assess your performance and adapt! This is a good time for sales managers to reassess their performance before creating their plans for the new year. Read More