Advanced Search

Save Or Share This Report

For B2B Marketing Professionals

Sales Coaching Defined

Driving Sales Team Behavior Change With Tailored Coaching Conversations

October 5, 2010

Primary author headshot

Authors

  • By Brian Lambert
  • with Bradford J. Holmes,
  • Scott Santucci,
  • Daniel Feldman

Why Read This Report

The businesspeople and IT professionals responsible for solving problems at their companies expect vendor salespeople to engage with a clear understanding of who they are, what they do, and the problems they face. Salespeople who fail to meet clients on these new terms speed their company's relegation to the dreaded commodity-provider pile. Sales organizations must transform from product pushing to problem solving, and many depend increasingly on frontline sales managers to drive the behavior change needed to make that transition real. The majority of companies we talked to leverage a sales coaching program to help sellers improve skills and become more effective in the sales process. During the research process, we found that sales enablement professionals can reinforce sales team behavior change through tailored sales coaching conversations.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Timely and relevant, Forrester's RoleView research aligns to 13 leadership roles across business and technology management. Our expertise in customer experience, mobile, digital business, and big data will help your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($499 USD).

Purchase

Table of Contents

  • Use Sales Coaching To Support Behavior Change
  • Improving Salesperson Performance, One Tailored Conversation At A Time
  • Sales Coaching Defined
  • RECOMMENDATIONS

  • Take Sales Coaching To The Next Level
  • WHAT IT MEANS

  • Sales Enablement Initiatives Will Fail Without Sales Coaching
  • Related Research Documents

Recommended Research