Please wait a few seconds while your cart is being loaded.

Login to see membership pricing and/or to see items you may have added using another computer or device

Please Wait...

To view or add items to your Wish List, please log in.

Not yet an ATD registered user? Click here to register.
Already registered? Click here to log in.

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.

DRIVING CHANGE THROUGH LEARNING

June 29, 2016 | Tool

What is Maersk Line? Problem #1-A lot of little Kingdoms Problem #2 – Missing Strategic Capabilities  How L&OD would support the MWBs? Unfortunately our L&OD team was not up to the task We Needed to Evolve Step 1 – Reorganized & Upgraded Step 2 – Cut Non-Strategic Projects  Step 3 – Standardized Programs Globally Step 4 – Reinvested in Best in Class Step 5 – Installed 2 L&OD Philosophies

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.

Dealing With Ambiguity During Change

Josh Smith | May 28, 2015 | Webcast

Learn how Health Care Service Corporation (HCSC) developed a hands-on leadership simulation event to prepare leaders to make critical decisions during unprecedented ambiguity and industry change. HCSC is the largest customer-owned health insurer in the United States and fourth largest overall, operating through its Blue Cross and Blue Shield plans in Illinois, Montana, New Mexico, Oklahoma, and Texas.

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.

Accelerate your Executive Career through Personal Branding and Marketing Yourself

Rita Allen | April 14, 2015 | Webcast

The term marketing makes most people think of products, services, and commodities. How about marketing ourselves—our talents, accomplishments, and value—inside our organization and within our profession, industry, and community? Are you or your staff members comfortable talking about yourselves in this way? More importantly, are you prepared to talk about yourself in this way—packaging your talents and accomplishments, showcasing them, leveraging them, and presenting them to your organization and community? Identifying, creating, and articulating a personal brand empowers people to own their career and seize opportunities. Personal branding and the ability to market ourselves is an essential ingredient for successful career management. Learn how to create a framework to embrace and develop this core competency.

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.

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.

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.

Please Wait

Please wait while we are getting your account information.