Sales Coaching is the thing that convert sales training into sales behaviour.
It bridges the knowing - doing gap.
You know, those things you know hoe to do but don't actually do.
This article talks about this knowing-doing gap
This really is why there is a big waste of sales training dollars. Making an investment in training without using a development piece is like having a cake with no icing. It’s just not as good. A whole lot worse as it relates to sales training because most of the times the sales person will basically revert back to the way in which they sold prior to the training.
Think of developing your sales individuals as sales coaching.
Top read the full article, click here.
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