Is it possible that our abundance of enabling technologies has actually diluted sales people’s and sales manager’s time devoted to winning? Is the “tyranny of the urgent” that seems to describe their average day, one of the factors that has made deal coaching a lost art?
I was asked recently by a long-term client, “What makes the difference between an average sales organization and one that is world-class?” Great question – and one that deserved some forethought to answer. So, after a few long flights and a couple of days of contemplation I shared the outline below with him. I’ll be […]
What really holds us back Please note: Peter’s new eBook, Coaching is a Lost Art is now available via PDF http://www.complexsale.com/ebook-lost-art.html and can also be found via Kindle and other reader platforms It seems so simple – deal coaching doesn’t take a lot of time (when done well) and has an obvious return on time invested. […]
Losing is not a one dimensional challenge. The problem is almost never just a coaching problem. You can’t just focus on developing tools and tactics to defeat your most formidable competitor and then “hope” your win rate rises dramatically.
Based on these three dimensions and some well-respected research on the topic, I can say with conviction that effective deal coaching is a lost art