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ATD Blog

New ASTD Certificate on Sales Coaching!


Tue Oct 05 2010


It's becoming more and more expensive to hire new talent, and you can't expect that to change any time soon. So instead of looking outside your company for high performers, you'll need to start building them from within. Sales coaching is an integral part of this process, but often managers don't know where to start. Learning to mentor someone isn't something you learn overnight, and being good at what you do doesn't necessarily mean that coaching someone will come easy to you. To learn how to provide guidance, you might need a little assistance yourself.

ASTD has recently announced a new certificate program to help you learn how to successfully coach for sales. The Sales Coaching for Business Impact Certificate Program is a two-day workshop that leverages the research from ASTD's World-Class Sales Competency Model. Based on the research and the Coaching for Sales Results Area of Expertise, you'll participate in highly interactive exercises and sales team analysis while learning the foundation of effective Sales Coaching, proven coaching strategy and tactics, and will take home tools they can use immediately in their organizations.


Sales Coaching for Business Impact Certificate Program

(instructed by Tim Ohai, co-author of our best-selling book, World-Class Selling: New Sales Competencies)

October 19, 2010, Alexandria, VA

December 2, 2010, Alexandria, VA

After this course, you will be able to:

  • understand the Area of Expertise and Foundational Competencies effective sales coaches possess, based on ASTD's World-Class Sales Competency Model

  • diagnose individual performance to drive business objectives

  • learn four Sales Coaching styles and when to use them

  • use methods and strategies for Observing, Developmental Feedback, and Motivation

  • create coaching and development plans.

Register today!

Related Content: 4 Ways Sales Coaching Can Help New Hires

Even if sales managers have the ability to assess critical success indicators in their sales recruits (such as personality, drive, ambition, or compatibility, etc), how can sales managers help their new sales team members decrease ramp up time and the time required to achieve their first sale?

Related Product:

Sales Coaching InfoLine


By Tim Ohai

ASTD Member Price $10

This Infoline is designed for sales coaches and managers that work with sales staff. Readers will learn the three anchor points of sales coaching, how to determine a sales person's ability and motivation, and coaching styles that are appropriate for employees of various skill levels.

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