The first step in creating top sales coaches is recognizing that most sales managers do not invest enough time coaching their salespeople.  And worse, when they do coach their sales team, they often focus on short-term results rather than mid-to-long-term development.  Top performing sales managers spend at least 50% of their time coaching salespeople and do so in a consistent, structured fashion that drives individual improvement for each team member.  

In this fast-paced 60-minute live broadcast, sales development expert Mike Carroll will explore some of the common coaching mistakes he sees sales managers make.  He will then share a time-tested coaching framework that will improve the rigor of your coaching conversations while creating the focus and discipline required to drive organizational change across sales team.

Topics include:

• Sales Managers Behaving Badly (what NOT to do as a coach)
• Accountability/Coaching Framework
• Coaching Focus
• Pre-Call Planning & Post-Call Debriefing
• Sales System as Coaching Framework
• Consistency Drives Results

As Founder and Managing Partner of Intelligent Conversations, Mike Carroll brings more than 28 years of business-to-business sales experience to help middle market companies drive remarkable growth.  Mike works hands-on with senior executives, sales leaders, and salespeople to build profitable sales cultures.  He has transformed hundreds of sales teams by changing behaviors and leveraging proven methodologies to increase sales and improve profitability.  While Mike is proud of the impact he has had on thousands of sales professionals and sales leaders across North America, he takes tremendous satisfaction in helping CEOs, owners, and executives eliminate their uncertainties and doubts when making decisions about their sales team.  His new book, The Sales Team You Deserve, will be published later this year.