Driving Sales Enablement Change With A Transformational Coaching Approach

Air Date: Thursday, September 02, 2010

Cost: $250

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Presented By:

Who should attend: Technology Sales Enablement professionals

Description:

Each month, Forrester analysts describe recent sales enablement trends, relate customer experiences, present best practices, and answer participants' questions.

Our September session looks at the strategies required for complex cross-functional support of sales coaching. Many organizations are transforming their sales engine to keep up with the tectonic forces of change in the market. Senior leaders look to their sales management team to address the critical gap between strategy and execution. Unfortunately, lasting behavior change isn't happening as fast as it should be in the sales team, so the top line suffers.

How can sales coaching program design, implementation, and reinforcement help salespeople achieve more profitable sales outcomes? How can leaders ensure more widespread adoption through more effective coaching? What specific strategies are required to support any sales coaching methodology over the long term? Technology Sales Enablement professionals recognize that changes to the go-to-market strategy require behavior change. Moving from one selling motion to a different selling motion requires new processes, tools, and innovation. A top-down view of transformational coaching can become the catalyst needed to ensure lasting behavior change. This teleconference describes key areas to focus on and provides pragmatic next steps.

Agenda:

• Recognizing the role of coaching in building a programmatic approach to sales enablement
• Defining the key components of any sales coaching strategy
• Improving adoption with targeted metrics
• Determining the foundation of a successful coaching culture
• Understanding the impact of shifting sales management styles
• Strategies for implementing sales enablement initiatives that drive appropriate behavior change at multiple altitude levels in the organization

Technical requirements:

An Internet connection and a one-time download of the WebEx™ Player are required.