“Knowledge workers must have continuous learning built into their tasks.” — Peter Drucker
A key component of a successful coaching program is training sales professionals on the right pre-sales, sales and post-sales activities. Sales activity training topics encompass six essential areas. They are: Prospecting/Pre-qualifying; First Meeting/First Impression; Probing/Presenting; Overcoming Objectives; Influencing/Convincing; and Closing. In order for coaching to be truly effective, it is important to evaluate the sales person’s knowledge in each of these primary areas so that training efforts can be targeted to what areas need improvement.