sales coaching training Archives

What Sales Managers Can Learn from a Great Basketball Coach

October 21, 2024May 19, 2016 by Kevin F. Davis

A man in a suit and tie walking across the street.

Like many people, I couldn’t help but follow the exploits of the Villanova Wildcats in the most recent NCAA basketball tournament. And along with the rest of America, I was thrilled by the last-second 3-point shot that won Villanova the national championship. Their achievement impressed me so much that I decided to study up on … Read full article

5 Sales Coaching Questions to Better Qualify Forecasted Deals

October 21, 2024August 19, 2015 by Kevin F. Davis

A magnifying glass over a red line graph.

There’s no more frequent conversation between a sales manager and a sales rep than one that starts, “What are you going to sell this month?” And all too often, the rep’s projections come up frustratingly short of forecast. Here are five questions you can ask your salespeople to help you evaluate how much trust you … Read full article