September 25, 2016

Sunday Special: Listener Favorites on Becoming a Better Sales Coach

Some of the more popular episodes on Accelerate have been about sales coaching and how sales managers can effectively coach the sales people on their team to help elevate their performance and productivity. In case you missed these the first time around, here are two recent episodes about becoming a better sales coach that are extremely popular with the friends of Accelerate!

Michael Bungay Stanier joined me on Episode #246 to talk about Strategies to Develop a Better Coaching Habit. Michael is a senior partner at Box of Crayons and the author of several books, including the bestselling, Do More Great Work, and his latest, The Coaching Habit. With all the talk about coaching that goes on in sales, what if coaching was simultaneously more simple to implement and more valuable in its impact than you thought? Join us as Michael shares some of the key strategies that he has used in training thousands of coaches. These will definitely help you become a better sales coach.

Bridget Gleason joined me on #170 to talk about Managing and Coaching Under-performing Sales Reps. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully coaching those reps into other career opportunities. Be sure to join us as we talk about multiple coaching topics including implementing individual sales performance improvement plans, how much time you should invest with underperforming sales reps to improve their results and how managers should factor non-work related factors into their coaching.