A great diagnostic tool that aided me and the sales person I was coaching spot where the gaps were in their performance AND where their strengths lay so they could in turn share their best "moves" with their peers
I loved the way it broke selling into product / solution knowledge, Customer knowledge and Selling skills and process
The Coaching Issues Diagram went hand in hand with Taxi Cab Coaching another practice bringing coaching in a targeted and timely manner
I knew managers that made copies and had their team self review when they were alone on calls and had peers use it to debrief on joint calls
How have you coached sales people?
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