Most VPs of Sales agree that coaching is an important piece of the puzzle for developing a world-class sales team. And, if you want to get coaching right, most would agree that there are three foundational questions every front-line sales manager must answer - what to coach, how to coach, and who to coach. Continue ...

Yesterday when selecting sales training, those doing the selection often turned to a program they've used in the past. Buyers inside most large corporations have changed significantly in the last two or three years ... What they buy, how they buy, and what they are willing to pay for it have changed. So, is yesterday's sales training the best bet? Perhaps, but perhaps not. Continue ...