Scaling the 3 Barriers to Effective Sales Coaching
Date and TimeWed, Apr 29, 2015 at 10AM Pacific / 1PM Eastern
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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 Inc. With more than 35 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 coauthored four books, published more than 100 professional articles, and is a frequent speaker at national and global conferences.
About David Yesford