Sales coaching strategy – another perspective

Sales Coaching

Brian Lambert recently posted an interesting blog on sales coaching: Sales Coaching Strategy – Make Sure You Focus on Definitions.   In the blog, Point 1 – define a strategy for your sales coaching program was particularly noteworthy – a comment or two about that point.

Brian rightly suggests that any coaching initiative needs to be defined and managed in a way that helps drive the organization’s overall sales strategy and needs to fit within the broader context of the company’s sales training and talent management efforts.  The lack of this level of commitment is why so many companies start coaching initiatives but few fewer exit the other end of tunnel successfully.

If this point was taken seriously it would mean that if there was a substantial shift in the overall sales strategy, then time and effort should be devoted to thinking about what that change would mean for “what” the sales managers ought to be coaching.

Check out other posts on sales effectiveness at the Sales Training Connection. 

©2011 Sales Horizons™, LLC

About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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