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Sales Coaching - What It Is, What It Isn’t & What it Could Be

Sales Coaching - What it IS, What It Isn’t & WHat IT COuld BE

The Challenges of Sales Coaching in Today’s World. Michelle Vazzana, Chief Strategy Officer & Co-Founder at VantagePoint Performance shares the methodology behind the extensive research conducting into sales management coach practices.

  • The business-case for sales coaching and what happens when sales coaching is not done well.

  • The most insidious conditions that prevent 75% of sales managers from getting to quota

  •  How organizations can prepare their managers to coach effectively

Key takeaways

  • Coaching to activities has an outsized impact on quota attainment

  • Conventional wisdom about effective coaching is often incorrect

  • Effective coaching ≠ more coaching

  • It pays to invest in sales manager development

  • Sales management training must reflect their real-world and help simplify their job, not make it harder

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