Tag Archives: coaching top performers

Sales coaching – What are you doing for your top performers?

One of the coaching questions frequently asked is -Where should we focus our coaching efforts to optimize the impact on revenue generation? Fortunately that question has been answered. The answer is – focus on the 60% of the sales people that are in the middle of the performance curve. While widely accepted, it does not mean that coaching top performers should be totally neglected. Unfortunately that happens more frequently than it should. This blog talks about the importance of sales coaching of top performers and best practices for doing it. Continue reading

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