In order to achieve critical business results, organisations must make a significant investment in their salespeople. For sales managers, coaching is becoming a primary means of contributing to this investment and building sales capability. Generic coaching skills are not enough. Sales managers need to be able to coach, lead and add insight on specific sales tasks and situations. In short, they need to "coach the business". This course provides managers with an expanding set of practices and skills to help salespeople learn and develop capabilities that will contribute to individual and organizational success.
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