{"id":34,"date":"2013-08-13T04:56:37","date_gmt":"2013-08-13T04:56:37","guid":{"rendered":"http:\/\/vanderlindenconsultancy.wordpress.com\/?p=34"},"modified":"2013-11-10T08:10:39","modified_gmt":"2013-11-10T07:10:39","slug":"sales-coaching-artikel-3-sales-coaching-done-right","status":"publish","type":"post","link":"https:\/\/vanderlindenconsultancy.nl\/?p=34","title":{"rendered":"Artikel #3: Sales Coaching Done Right"},"content":{"rendered":"

Sales Coaching Done Right<\/strong><\/p>\n

Written by Mike Galvin<\/p>\n

We so often hear that 80% of what we learn in a sales training session\u00a0is lost in 90 days if not reinforced. The statistics may vary slightly but\u00a0the point is the same. As sales trainers and managers we must continually\u00a0impress upon our sales reps the use of what they\u2019ve learned in a training\u00a0session in order to reinforce key\u00a0behaviors that lead to more deals closed\u00a0and ultimately a better bottom line for the organization.\u00a0Sales coaching,
\nwhen done properly, is a perfect way to reinforce. Most of us are familiar\u00a0with the term\u00a0sales coaching but all too often it is thought of as a\u00a0pipeline\/funnel inspection.<\/p>\n

To ensure that we are all on the same page I\u2019ll provide a definition of sales coaching. Having worked at the American Society for Training & Development for two-and-a-half years, I\u2019m very familiar with their\u00a0Sales Coaching for Business Impact<\/i>\u00a0certificate program. A key tenet is that sales coaching must bring out the best in each sales rep and tie that improvement directly to revenue generation. The key to doing this it to \u201cdraw out\u201d (the best in your player) and not \u201cput in.\u201d What exactly does this mean?<\/p>\n

Lees meer….<\/p>\n

http:\/\/davesteinsblog.esresearch.com\/2013\/07\/23\/sales-coaching-done-right\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Sales Coaching Done Right Written by Mike Galvin We so often hear that 80% of what we learn in a sales training session\u00a0is lost in 90 days if not reinforced. The statistics may vary slightly but\u00a0the point is the same. … Lees verder →<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"gallery","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[1],"tags":[8,9,13,17,18],"class_list":["post-34","post","type-post","status-publish","format-gallery","hentry","category-alle-blogs","tag-business","tag-coaching","tag-executive-coaching","tag-sales","tag-salescoaching","post_format-post-format-gallery"],"yoast_head":"\nArtikel #3: Sales Coaching Done Right - Van der Linden Consultancy<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/vanderlindenconsultancy.nl\/?p=34\" \/>\n<meta property=\"og:locale\" content=\"nl_NL\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Artikel #3: Sales Coaching Done Right - Van der Linden Consultancy\" \/>\n<meta property=\"og:description\" content=\"Sales Coaching Done Right Written by Mike Galvin We so often hear that 80% of what we learn in a sales training session\u00a0is lost in 90 days if not reinforced. The statistics may vary slightly but\u00a0the point is the same. … Lees verder →\" \/>\n<meta property=\"og:url\" content=\"https:\/\/vanderlindenconsultancy.nl\/?p=34\" \/>\n<meta property=\"og:site_name\" content=\"Van der Linden Consultancy\" \/>\n<meta property=\"article:published_time\" content=\"2013-08-13T04:56:37+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2013-11-10T07:10:39+00:00\" \/>\n<meta name=\"author\" content=\"Van der Linden Consultancy\" \/>\n<meta name=\"twitter:label1\" content=\"Geschreven door\" \/>\n\t<meta name=\"twitter:data1\" content=\"Van der Linden Consultancy\" \/>\n\t<meta name=\"twitter:label2\" content=\"Geschatte leestijd\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minuut\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34\"},\"author\":{\"name\":\"Van der Linden Consultancy\",\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/#\\\/schema\\\/person\\\/b76711e18475904af47bb44bd869f37f\"},\"headline\":\"Artikel #3: Sales Coaching Done Right\",\"datePublished\":\"2013-08-13T04:56:37+00:00\",\"dateModified\":\"2013-11-10T07:10:39+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34\"},\"wordCount\":222,\"commentCount\":0,\"keywords\":[\"Business\",\"Coaching\",\"Executive Coaching\",\"Sales\",\"Salescoaching\"],\"articleSection\":[\"Alle blogs\"],\"inLanguage\":\"nl-NL\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34\",\"url\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34\",\"name\":\"Artikel #3: Sales Coaching Done Right - Van der Linden Consultancy\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/#website\"},\"datePublished\":\"2013-08-13T04:56:37+00:00\",\"dateModified\":\"2013-11-10T07:10:39+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/#\\\/schema\\\/person\\\/b76711e18475904af47bb44bd869f37f\"},\"breadcrumb\":{\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34#breadcrumb\"},\"inLanguage\":\"nl-NL\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/?p=34#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Artikel #3: Sales Coaching Done Right\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/#website\",\"url\":\"https:\\\/\\\/vanderlindenconsultancy.nl\\\/\",\"name\":\"Van der Linden Consultancy\",\"description\":\"Each one of us can make a difference. 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