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Effective Sales Coaching Questions Job Aid

ATD Staff | April 04, 2017 | Tool

This is a list of questions that your salespeople may not be given any consideration to and will help them avoid painful surprises from their clients. They are broken down by the critical elements found in a smart strategic opportunity plan. Questions like these require some time to prepare, and should not be used randomly or haphazardly. They should be used only when preparing for a high impact strategic opportunity planning meeting about one of your targeted accounts.

Sales Coaching Process Job Aid

February 01, 2016 | Tool

Follow this step-by-step process to coach your sales staff. The sales coaching process works as a cycle, so keep checking in on your salespeople and observing their performance. Once the cycle is complete, begin the process again.

Personalized Learning: Overcoming the Learning and Development Engagement Problem

Cheryl Lasse, Stuart Rogers | August 06, 2015 | Webcast

Two daunting trends—the increasing skills gap and the lack of employee engagement—are affecting the perception of learning and development (L&D) in organizations. Employees, managers, and executives are becoming increasingly disengaged from the L&D department and its offerings. It’s time to turn it around!

ATD Reveals New World-Class Sales Competency Model

Reza Sisakhti | April 29, 2015 | Article

The updated model is based on comprehensive research on evolving trends and practices in sales.

Sales Coaching Plan

November 01, 2014 | Tool

This template includes an assessment of current objectives and status for the player, as well as a post-observation session assessment for coaching. 

The Art of Modern Sales Management

Chapter 07: The Sales Manager’s Role in Training
Renie McClay, Sandy Stricker | February 03, 2014 | Book Chapter

There are a number of factors that contribute to the success of training, but the bottom line is that most of the other factors boil down to one thing—manager support.

ATD Competency Study: Executive Summary

Training & Development Profession Redefined
Jennifer Naughton, Justin Arneson, William J. Rothwell | May 24, 2013 | Book Chapter

This Executive Summary provides an overview of the ATD Competency model and its various components.

Premeditated Selling

Chapter 08: Developing a Sales Coaching Strategy
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

Successful strategic sales coaching requires consistency and accountability. If you elect to adopt a consistent strategic opportunity planning process, you must hold your team accountable for following that process.

Certificate or Certification: That is the Question

Jennifer Naughton, Lenora Knapp | October 29, 2010 | Article

Certified Professional of Learning and Performance (CPLP), Certified Financial Planner (CFP), and Project Management Professional (PMP) the qualifications landscape can be a confusing alphabet soup.  Learn about the differences between certificate and certification programs and when it may be most appropriate to choose one over the other.

Sales Training Basics

Chapter 09: Making Sales Training Stick with Coaching
Tim Ohai | February 01, 2010 | Book Chapter

In this chapter, you’ll learn: what sales coaching is, how to make your sales training stick through coaching, how to help managers become great coaches, strategies for sales coaching, when coaching is not appropriate.

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