Sales Force Transformation Pillar 5 - Coach Performance

Should a coach issue one-size-fits all recommendation or adapt to a sales person’s unique style? Should a coach give general feedback or be specific and fact –based? If you picked the second answer in each case then you are coaching at a higher level.

If we expect our sales force to move from a traditional sales mindset and become business professionals who can add value to how our customers operate their business, they need help from their managers. They need development, coaching and reinforcement. We need to triple our time in the field coaching the new skills and behaviors.”
Rick Cheatham, leader of the BTS Sales Practice in North America

Driving Business Results (DBR) Lead – Develop - Execute

Equip sales managers with the skills required to deliver the business results their customers and their own companies seek.

Driving Business Results - Select (Best Match)

DBR-Select helps participants determine how to find and hire sales professionals that are the best match. Sales managers gain the knowledge, skills, and tools to build proficiency in behavioral interviewing and effectively assess a pool of potential sales candidates.

Sales Funnel Simulation

Drive more funnel activity by understanding the levers that sales managers can use to create better salesperson performance.

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Performance