What You'll Learn:
- How leading companies enable data-driven decision making by their sales forces
- How to isolate the sales activities where coaching will make the biggest impact
- How to create clear linkages between sales coaching, CRM data, and those daily activities
- How to transition from performance gap coaching (like the GROW or GAINS model) to process coaching that enables consistent execution
- How to integrate CRM and other enabling technologies into traditional skill-based coaching