More Sales Coaching Leads to Accelerated Growth

Posted by Dave Kurlan on Wed, Jul 14, 2010 @ 07:07 AM

crashDo you believe in reincarnation?

If you do believe, you'll love Soul Survivor: The Reincarnation of a World War II Fighter Pilot.  If you don't, you will be a believer by the time you finish the amazing story of this young child.

So why are we discussing reincarnation in an Understanding the Sales Force post?

Think about it - in this case, an unusual little child has the rare opportunity to replay his last life - one that had a horrible ending - and learn from it...

Your salespeople have the opportunity to replay their last call - one that probably had a horrible ending - and learn from it...

Your salespeople can experience a live version of reincarnation every day! 

There are two keys that can't be overlooked though:

  1. Horrible Endings - most calls have much more horrible endings than salespeople or their managers will admit to.  If it didn't go the way it should have, it was a horrible ending and we can't learn from it until we take it there. 
  2. Every Day - calls must be debriefed with daily coaching or the lessons, applications, change and improvement will not take place at the desired speed.  To accelerate growth you must increase the frequency of your coaching.

The best part?  If they don't like the way their present lives as salespeople are playing out, they can change it on their very next call - it doesn't have to take a lifetime!

Topics: Dave Kurlan, sales management, Sales Coaching, Sales Force, reincarnation, soul survivor, salespeople

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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.

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