Sales Coaching in the CRM Era: Goodbye Acronyms, Hello Sales Processes
Speaker: Michelle Vazzana
Sales coaching is nothing new. The prevailing coaching models have been around for decades, predating customer relationship management's (CRM's) explosion and management's intense focus on sales processes. We no longer need periodic coaching to manage gaps in performance, but daily coaching to help reps focus their effort and win more deals. We need modern sales coaching that is CRM-enabled and forges links between sales data, activity, and results. Join the speakers as they share how coaching has evolved in the age of CRM. Learn how leading companies have updated their training to enable data-driven decision making by their sales forces. Hear real-world examples of how analytic tasks like pipeline management, forecasting, and performance assessment have been integrated into powerful training programs. Leave this session with new ideas to resuscitate and invigorate sales coaching in your organization.
