Real Live Coaching Call - Coaching a Salesperson

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.

Chris Mott was my guest and he coached a live caller for about 30 minutes. Listen to the show for a better sense of what every coaching conversation should sound like. The following email was received from the live caller the day after the scheduled sales call:

"I did as you and Chris suggested...In the end, he suggested his PL department start quoting [us] more broadly to see how we perform, that he would reach out to one of the VPs to coordinate a meeting where I would introduce [our] products to

his producers, and also that I profile a book of his business. It didn't

come easy, but it did come, at 'his suggestion'...Thanks so much for the

coaching."

I've written several articles on coaching salespeople and one includes an actual email thread. You can read them below:

5 Steps to Coaching Your Salespeople Beyond Happy Ears

When Coaching Salespeople Isn't Coaching

Coaching - 1st of the 10 Kurlan Sales Management Competencies

Sales Coaching - The Big Differeniator

How to Coach a Salesperson (contains real email thread)

Hierarchy of Sales Coaching - How to Change Behavior

Sales Coaching - Between the Lines

Click here to listen to the show. Click here to contact Chris.

If you listened to the show, what did you learn that will help you?

Real Live Coaching Call - Coaching Salespeople

1st of the Top 10 Kurlan Sales Management Functions

Impact of Sales Process versus Sales Coaching

The Difference Between Good and Bad Sales Coaching Questions

Secrets to Filling your Coaching Practice

How Can Anyone Spend That Much Time on Sales Coaching?

PERSONAL AND EXECUTIVE COACHING

Getting Reluctant Salespeople to Fill Their Empty Pipelines

You Coach but Do Your Salespeople Follow Through?

UK Sales Coaching For Sales Managers - A 60 second tool

So what differentiates a Life Coach from a Business Coach from an Executive Coach?

Does Life/Business Coaching Really Work

The 5 Benefits of Virtual Coaching Engagements

8 Things that can lead you to start a Coaching Business

What is a Business Coach

Sales Team Transformation thru Coaching

A Missing Link to Sales Improvement?

What Coaching Isn't

Sales Coaching - The Big Differentiator

Sales Executives Need to be Coaching their Sales Managers

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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

More from Dave Kurlan
Visual Pipeline
Predict Sales Turnover
Salesperson Selection

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