Sales coaching: it’s about more than improving skills – A sales tip


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Sales coaching – so much of the advice shared in sales training programs and incorporated into sales coaching books and blogs focus on skill development.

While it’s certainly a very important perspective, the John Duff (CEO of 3C Interactive) interview in Corner Office makes an interesting build on the objectives for coaching. Duff makes the point: I want a coach who both helps people learn stuff and also inspires them. Duff goes on to share “there’s a pretty big difference.”

That addition resonated with us – especially as we come to the end of 2013. If sales managers are to achieve the dual objective that Duff suggests, mastering good sales coaching skills just got a little more challenging.

Republished with author's permission from original post.

Janet Spirer
For more than 30 years Janet Spirer has worked with the Fortune 1000 to craft sales training programs that make a difference. Working with market leaders Janet has learned that today's great sales force significantly differs from yesterday. So, Sales Momentum offers firms effective sales training programs affordably priced. Janet is the co-author of Parlez-Vous Business, to help sales people have smart business conversations with customers and the Sales Training Connection.


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