Bill Bartlett

There is no one-size-fits-all sales coaching model. Effective coaching adjusts to particular people and circumstances. Effective coaches learn to recognize, evaluate, and support the Three C’s of Success: Conviction, Commitment, and Competency. 

The world has changed in countless ways since early 2020, and that means sales coaching has to adapt. How do you maintain a strong coaching regimen with salespeople who are spending some or all of their working day out of the office?

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question.

Onboarding sales talent has never been more important, given the tightness of the current labor market. Yet the most effective, proven best practices for shortening the runway to success for new hires remain largely unknown and unimplemented.

How do you help salespeople, who may be underpforming, to instill a mindset of abundance and growth? Here are five steps we follow.

Greater and greater digitization of the sales process was always going to happen; the global pandemic simply hastened its arrival.

Many salespeople focus on behavior that is comfortable … and shun behavior that creates discomfort, even though it may drive higher performance.

Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around.

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?

There are two critical criteria you will want to look for in identifying top-tier salespeople: Self-awareness and drive.