Laying The Foundation For Successful Sales Coaching Initiatives

Executive pressure to deliver more profitable growth translates into a host of initiatives to "help sales sell" across marketing, sales, and portfolio teams. One result is that we are seeing more and more sales coaching programs. A close look reveals that most of these programs focus on sales coaches rather than the coaching process. This begs the question: How can sales coaching scale across the sales organization without a consistent sales coaching process at the core? Forrester has developed a sales coaching process for sales enablement professionals to use to help drive more consistent sales coaching relationships between reps and coaches like frontline sales managers.