This course defines Sales Coaching and explains the benefits of coaching, helps managers plan motivational results-driven coaching visits, provides tips to conduct comprehensive pre-sales call briefings with the sales professional, explores how and why to most effectively observe sales professionals during actual client and prospect meetings, and identifies a proven process for an interactive coaching conversation.

This course benefits sales managers by providing the skills, processes, and tools to play their role as “coach” in developing the sales skills of their team members.