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Category: Sales Coaching

Major Value of the Sales Manager: Sales Coaching

March 18th, 2013 by

Written by Steve Gielda, Principal – Ignite Selling Developing a Sales Coaching Strategy is of primary importance and of primary interest to many sales organizations. At Ignite Selling we have developed a Six Step Strategic Coaching Process. While at first glance it may look fairly simple, we find the straightforward approach to be easily implemented […]

Challenge their Thinking

March 11th, 2013 by

Written by Steve Gielda, Principal – Ignite Selling Top coaches in any field understand the importance of challenging the individuals on their teams, pushing them beyond what they thought they were capable of doing. A person’s best efforts often come when he is pushed outside of his comfort zone. The best coaches do not employ […]

Start with an Initial Draft

March 4th, 2013 by

Written by Steve Gielda, Principal – Ignite Selling Do you know a field sales force that would not benefit from coaching to improve performance? The manager’s role in strategic coaching is a vital one. We have previously communicated a 6 step strategic coaching process. Once the target account has been identified, it’s critical to schedule […]

Developing a Sales Coaching Strategy

February 25th, 2013 by

Written by Steve Gielda, Principal – Ignite Selling Let’s start with a question. If your sales people are amazingly talented does that mean they don’t need attention? Let’s say they do a lot right. Does it mean they don’t have areas for improvement? Every amazingly talented sales manager knows: sales people need coaching. At Ignite […]

Sales Manager-Coach: Looking for the Coach-able Middle

February 18th, 2013 by

Written by Kevin Jones, Principal – Ignite Selling As performance improvement professionals, our clients have invited us to work with their sales teams on a variety of sales effectiveness challenges. Over the years, we have worked with sales professionals of every skill level, drawing lessons from all of them. We have worked with them to […]