Sales Coaching - The Big Differentiator

Guest post by: Dave Kurlan
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Sales Leadership Challenges to Having a World Class Sales Force - By Dave Kurlan

What's the difference between great sales coaching and good sales coaching?

Do you talk with your salespeople about strategy, goals, outcomes and potential obstacles? Do you check with them to make sure they agree? That's good sales coaching.

To achieve greatness in your sales coaching you must also address the "how" of the strategy. In other words, what will they say, what will they ask, and how will they respond to the potential challenges?

When your salespeople either don't know what the "how" should sound like, or have a sense of it but it isn't on track, it's your job to help them come up with the appropriate "how".

This is where you need to be more effective than they are. That's why the best sales coaches were great salespeople in a prior life. This is where you must be able to role play.

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Free PDF Download
Sales Leadership Challenges to Having a World Class Sales Force - By Dave Kurlan

About the Author: Dave Kurlan

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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.

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