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Grow your sales in 2012. Book a place today on our 'Leading the Sales Team Master Class with Brett Lyons' on 12 & 13 March in Heathrow and 28 & 29 March in Manchester. Email sales@tlsa.co.uk or call us on 0845 600 1556 for more details.
Sales coaching - observing and improving the effectiveness of sales people during client visits - is one critical for the professional sales manager. But effective sales coaching involves a great deal more than just ‘going out for a day' with a member of the field sales team, or observing a sales professional during a client visit on site.
The coaching field visit should involve laying plans, coaching and developing business opportunities. If used effectively, it gives the sales leader a focal point for productivity and an opportunity to improve and develop the performance of sales people. Not surprisingly, this doesn’t just “happen”.
In-House Training - As part of a sales management training programme sales leaders learn the skills and behaviours that make field sales coaching work, including:
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