Dave Stein's Blog for Sales Leaders

Last week I participated in a webinar hosted by Avitage.  I wrote about their product, PrivateSalesCoach, in a previous post. My contribution to the webinar was a 15-minute section about coaching salespeople.  Here is a link to the archive.

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I’ve been invited by Avitage to talk about sales coaching in their upcoming webinar.  I’ll be discussing symptoms of ineffective coaching, the reasons that companies don’t have ongoing coaching systems and six key steps to take to assure that coaching becomes the critical component of sales effectiveness it should be.  You can read my previous post [...]

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Challenging times like these exacerbate already high levels of stress among sales leaders, especially those who have not experienced the bottoms of economic cycles.  In that context the subject of mentoring has come up a number of times in the past week.  That’s a signal to me to write about it. 
Mentoring is different from a [...]

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I had to leave the training session shortly after lunch on the second day (out of three).  More on the program in a minute…
Last week I had an interesting discussion with Barry Trailor from CSO Insights about how old-style classroom sales training often doesn’t get the job done these days.  We agreed that some classroom training [...]

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