As an enterprise sales coach, I found that sales leaders retain a higher percentage of sales methodology when they are coached rather than trained. That's because coaching is conducted over a period of time and sales training takes 1-3 days. And since I have experienced both curriculums, I can testify that 90% of what the salesperson learns in the training, is forgotten in a short period of time.
Enterprise Sales Coaching On-Boarding (For Companies)
- Client determines who their A-D sales leaders are.
- Select B/C player you want to pilot the coaching program with.
- Phone call to determine if there is a “match” between sales leader and coach. If yes, coaching begins.
For Individual Sales Leaders
- Phone call to determine if there is a “match” between client and coach. If yes, coaching begins.
I listen, ask powerful questions, challenge you, and hold you accountable for yourself. This will help you focus your thinking to ask powerful questions while probing the customer, and create repeatable frameworks for success in different sales scenarios.