This is very good information here from my favorite folks at Selling Power. 11 great questions get answered in this two-part article. Enjoy!!
Managing a sales team is a lot like coaching a sports team. In both cases, you’ve got to balance varying levels of skill among the team, put routine practices in place to help them achieve peak performance, and ultimately lead them to a winning season or quarter. Selling Power recently hosted a Webinar on the topic of sales management and sales coaching (“Accelerated Sales Success through Effective Coaching“) featuring Selling Power CEO Gerhard Gschwandtner and Sales Readiness Group president David Jacoby. In this two-part Q&A, Jacoby provides answers to the top questions that were asked during the Webinar. (To listen to the full recording of the live Webinar, click here.)
This is Part 1 – http://www.sellingpower.com/content/article.php?a=9570
This is Part 2 – http://www.sellingpower.com/content/article.php?a=9572&nr=1