Here's a central irony of sales coaching: Most of the time, your reps already know what they need to do to succeed. It's rare that they are completely oblivious on what path to take or what decisions to make. But they aren’t actually doing what they know they should be doing. And that’s because they have an area (or areas) of weakness that keep them from moving forward. This isn't a sales challenge, this is a human challenge. Everyone has specific areas where they struggle that become their Achilles heel. Your job as a coach is to put a laser focus on that area over and over to help them move forward and grow. Don't … [Read more...]
David is an internationally-recognized keynote speaker, sales trainer, and business coach. He focuses on bringing the human-to-human back into sales, social media, networking, and entrepreneurship.
He is the best-selling author of 12 books on sales, networking, social media, and entrepreneurship. And he is also a prolific contributor to blogs in the sales and marketing space.
His goal is simple: help people become RockStars in their professional lives so that they can have a positive impact on those around them.