Sales manager coaching has the single biggest impact on salesperson effectiveness. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive sales performance. In our research and experience, we have found three keys to getting the most from your sales manager coaching efforts: Motivation, Skills, and Support. This webinar will describe the three keys and how to ensure successful coaching in your organization.

As a result of attending this session, you will:

• Understand the impact sales manager coaching has on performance
• Learn how to motivate managers to engage in coaching activities
• Learn a simple, but not simplistic, model for coaching salespeople
• Gain techniques for supporting coaching effectively

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Corporation. With more than 40 years in the field, Dr. Leimbach has developed Wilson Learning’s diagnostic, learning, and performance improvement capabilities and has managed major research studies in sales, leadership, and organizational effectiveness. He also developed Wilson Learning’s impact evaluation capability and return on investment models. Dr. Leimbach has served as a research consultant for a wide variety of global client organizations, is Editor-in-Chief for a major professional journal, and has served on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.