Real Live Coaching Call - Coaching a Salesperson

Posted by Dave Kurlan on Sun, Feb 07, 2010 @ 20:02 PM

Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like.  You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.

Chris Mott was my guest and he coached a live caller for about 30 minutes.  Listen to the show for a better sense of what every coaching conversation should sound like.  The following email was received from the live caller the day after the scheduled sales call:

"I did as you and Chris suggested...In the end, he suggested his PL department start quoting [us] more broadly to see how we perform, that he would reach out to one of the VPs to coordinate a meeting where I would introduce [our] products to
his producers, and also that I profile a book of his business.  It didn't
come easy, but it did come, at 'his suggestion'...Thanks so much for the

I've written several articles on coaching salespeople and one includes an actual email thread.  You can read them below:

5 Steps to Coaching Your Salespeople Beyond Happy Ears

When Coaching Salespeople Isn't Coaching

Coaching - 1st of the 10 Kurlan Sales Management Competencies

Sales Coaching - The Big Differeniator

How to Coach a Salesperson (contains real email thread)

Hierarchy of Sales Coaching - How to Change Behavior

Sales Coaching - Between the Lines 

10 Sales Coaching Examples

Sales Strategy and Tactics - Thoughts from the Super Bowl

Great Coaching Advice from Football's Greatest

Penn State Football Coach Just Like Dysfunctional Sales Management


Click here to listen to the show.  Click here to contact Chris.

If you listened to the show, what did you learn that will help you?

(c) Copyright 2010 Dave Kurlan


Topics: Dave Kurlan, sales management, Sales Coaching, chris mott, coaching salespeople

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee


Leaading Sales Consultants 2018

9 Consecutive Years!

Top Sales Awards 2018 - Article/Post -  Silver

9 Consecutive Years!

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers



Hubspot Top 25 Blogs


Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader