This video is from our new Sales Management Training Certification Course. Get certified: https://bit.ly/2ktxNWI
To implement a successful coaching program, there are four things you need to do: define your sales process; stop using popular but ineffective coaching techniques; use the GROW model in your one-on-one meetings, which we’ll talk about in a second; and encourage your reps to coach each other. Let’s dig into these one by one, starting with defining your sales process. Your coaching program will help salespeople execute that process.