Don Tyler

Sales Coaching: Hot Topic for 2011

I just got back from attending and presenting at the Sales Management Association’s workshop, “Optimizing Sales Management’s Coaching Impact” that was held at Emory University’s Goizueta Business School, in Atlanta, Georgia on March 10.

For those of you that haven’t heard of the Sales Management Association (SMA) you definitely need to check them out. They are a professional organization for sales leaders and sales operations practitioners and they produce workshops, conferences, webcasts, and forums dedicated to advancing the profession.

At the sales coaching workshop, sales leaders, sales operations professionals, as well as sales process consulting and training organizations spent the day sharing their experiences on sales coaching. From building competences, benchmarking performance, and evaluation all the way to front-line tools for helping sales managers – particularly the first-line sales manager – effectively coach their team.

Representative organizations were Schlumberger, Google, GE, Microsoft, Merial, Baker Hughes, and Genzyme – real cross-industry representation with sales processes as different as night and day. But the one thing they had in common was the desire to get better at coaching, measuring coaching’s impact on revenue, and making sales coaching a core competency within the sales organization.

If coaching is one of your 2011 sales process initiatives, be sure to check out the SMA’s sales coaching resources.

This entry was posted in Pipeline Management, Sales Coaching, Sales Forecasting, Sales Management. Bookmark the permalink.

One Response to Sales Coaching: Hot Topic for 2011

  1. I would also like to suggest EcSELL Institute’s Sales Coaching Summit. Our spring event is next week with over 100 EVP of Sales joining us. The link provides an overview of the instructors/topics. http://www.ecsellinstitue.com/summit Please plan on joining us in Altanta Oct 7-8 for our Fall Sales Coaching Summit. New instructors. New Sales Coaching Topics.

    BTW Cloud 9 was one of our instructors at our Pre-Summit 6 Pillars of Sales Productivity Workshop last fall. They are a great group of folks.

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