Summary
Sales enablement professionals face a significant challenge in embedding successful sales coaching skills and practices between reps and those who coach them. Not only must you ensure that coaches are making smart coaching decisions that help reps achieve sales objectives but reps must find the coaching interactions valuable as well. Without clarity on why to coach, whom to coach, and what to coach, sales coaches will fail to get started in helping reps meet even the most basic sales objectives like having a successful first meeting or establishing a shared vision with their customers.
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