Posted by Brian Lambert on August 30, 2011
Sales training and enablement professionals who effectively build an internal sales coaching capability help sales reps overcome complexity and sell more successfully. According to the sales enablement professionals we interviewed, building an internal sales coaching capability has two major components: strategic architecture and effective enablement.
The strategic architecture is built from thoughtful design, implementation, and reinforcement of sales coaching initiatives. Effective enablement comes from using sales coaching conversations as the design point while making sure coaches have the right content, skills, and tools to do tailor those conversations.
Unfortunately, most of the sales coaching programs we see lack the tools and methods to do just that.
So what is an enterprising sales training or sales enablement professional to do?
Join me for a Forrester workshop on sales coaching
To understand the state of sales coaching today, Forrester interviewed sales enablement professionals at 35 technology vendors. They universally agreed that achieving the goals of the sales leadership team, including selling at higher levels, often requires a change in salesperson behavior. This workshop provides sales enablement professionals the strategies and tools needed to create effective sales coaching programs at their companies to more effectively support their sales initiatives in the field.
Many sales enablement professionals we talked to have looked to sales coaching as a key enabler to salesperson success. So we built the workshop to
- Help you plan a more effective sales coaching program
- Provide a methodology for prioritizing, facilitating, and continuously improving individual sales coaching conversations
- Give you the tools to put your plan into action
Here are some of the problems we will tackle together in the workshop:
- What is the road map for more effective sales coaching?
- How to tie sales coaching activities to sales results?
- What are the specific actions you need to take in the next 30 to 90 days?
Register for the workshop here: http://www.forrester.com/events/eventdetail?eventID=2555