Page 78 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com
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Figure 7.4 Comparing Sales Funnel Activity of One Salesperson across a
Number of Months
To Recap
Effective sales coaching by sales managers is the most important lever to
drive sales productivity.
A common sales management mistake is to overwhelm the salesperson
with coaching too many skills simultaneously. Pick one skill and focus.
Use metrics to diagnose which skill development area will have the
biggest impact on a salesperson's performance. Customize the coaching
plan to that skill area. Execute metrics-driven sales coaching.
