Best Practice Report

Sales Training: The Coaching-Measurement Connection

January 1st, 2018
With contributor:
Drew Zalucky


Sales training organizations are challenged to effect lasting behavioral change and measure impact. Be wary of “check box” mode, in which the training event is the only learning opportunity; investment in coaching is essential to making a lasting change. Combining two coaching options with enhanced measurement delivers the desired level of visibility and accountability. In this report, we describe how coupling training investment with coaching and measurement helps to enhance its overall impact.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.