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The Sales Book by Graham Yemm

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Coaching to develop performance

Objectives

  • To understand the importance of actually observing your sales people making calls
  • To know how to act when carrying out the observations in order to not take over the call
  • To be able to use a structured approach to reviewing the call
  • To be able to use a simple coaching process with your sales people

Understanding

As the previous chapter stressed, seeing yourself as a developer is a key element of your leadership role. If you neglect this, there is a probability that your resources (i.e. people) will not become more productive. In fact, the risk is that their performance will gradually slip. Even if they stay at the same level of competency, their performance might erode because markets, customers ...

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