Scaling the 3 Barriers to Effective Sales Coaching

Speakers

Michael leimbach   h
VP, Global Research & Development, Wilson Learning
David yesford2
SVP, Wilson Learning Worldwide
Webinar Recording Details
  • Date and Time
    Wed, Apr 29, 2015 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Description

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. Why are the majority of sales managers ill-prepared to coach and support salespeople?
 

Our research shows there are three main barriers to sales manager coaching, which we call the three "NOs": No Coaching Skills, No Time to Coach, and No Motivation to Coach. This webcast will describe the three "NOs" and what you can do to overcome them. 

As a result of attending this session, you will:

 

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

About Michael Leimbach, Ph.D.

Michael Leimbach, Ph.D., is Vice President of Global Research and Development for Wilson Learning Worldwide. With over 30 years in the field, Dr. Leimbach provides leadership for researching and designing Wilson Learning’s diagnostic, learning, and sales performance 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 serves on the ISO Technical Committee on Quality Standards for Learning Service Providers. Dr. Leimbach has authored six books, published over 100 professional articles, and is a frequent speaker at national and global conferences.


About David Yesford

David Yesford is Senior Vice President of Wilson Learning Worldwide. With nearly 30 years of experience developing and implementing human performance improvement solutions around the world, Mr. Yesford brings valuable experience, strategic direction, and global perspective to his work with clients. Over the years, Mr. Yesford has held strategic roles in Wilson Learning’s core content areas of Sales and Leadership, as well as e-Learning and Strategic Consulting. He is the contributing author of several books including Win-Win Selling, Versatile Selling, The Social Styles Handbook, and The Sales Training Book 2. He has also been published in numerous business publications throughout the United States, Europe, Latin America, and AsiaPacific. Mr. Yesford frequently speaks at international conferences and summits, providing insight on a variety of issues including sales and sales strategy, leadership, employee and customer engagement, brand, and strategy implementation.

Recording

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Handouts

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