Why the three topics of coaching, change management, and stakeholder engagement should be considered more seriously in the development of sales managers and sales professionals identified as high performers.
This paper written by Simon Dale is an investigation into the impact of intervening in a salesperson’s learning with topics not usually explicitly covered in detail in traditional sales training; namely, change management, coaching and stakeholder management. Five volunteer salespeople, already identified as high performers, were taken through an additional lecture and discussion series, coupled with individual discussions on the merits of the topics, Coaching techniques were sometimes applied in their discussions as a way to help them think through the topics’ value and applicability and to identify ways of applying them in their own practice.
This article appeared in the March 2018 edition of The International Journal of Sales Transformation, authored by Simon Dale of MapR, now at Adobe. Reproduced by permission of the International Journal of Sales Transformation. ©2018. www.journalofsalestransformation.com/