Training teaches salespeople what they need to do, and coaching helps them improve how they do it. Training happens in group settings, and coaching happens in one-on-one conversations. Salespeople can train each…

True False

Increasing team members’ quotas to encourage them to apply their new skills Communicating the key outcomes of the training to the executive team and other departments inside the company Coaching…

Ensuring what was covered in training is kept top of mind for the members of the sales team Assessing team members on how well they can apply what they’ve learned…

How well the methodology matches the personalities of your salespeople How long the methodology will take to implement How likely your sales team will be to fully adopt the methodology…

Your existing customers’ word-of-mouth Your company’s marketing collateral Your sales team’s ability to answer questions and respond to objections The quality of your sales hires

Specific, measurable, attainable, relevant, and timely Required, factual, inspectable, and buyer-centric Urgent, important, qualified, and profitable Clear, concise, complete, and correct

Researching market trends and making sure the team adapts to them Setting team goals and ensuring every team member contributes toward hitting them Hiring new salespeople and integrating them into…

Provide the salesperson with a list of options for achieving their goal. Help the salesperson explore their options for getting from where they currently are to where they want to…

They would be better off not implementing a coaching program than implementing an ineffective program. Their salespeople’s performance is unlikely to be improved by coaching. They spend too much time…