Sales Training VS. Sales Coaching or Cut them Both?

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I read a blog entry posted by @salesbloggers via Twitter the other day and it inspired this podcast. The entry by Steven Rosen claims that sales training is a non-revenue generating activity. Great sales training is just that, it gives sales professionals more efficient approaches and processes to close deals.

If you could pull together your sales team for three hours, give them just three things to implement that would increase their efficiency by even 5% your Return on Investment over the next 90 days would be worth much more than the 3 hours they spent out of the field. In addition to this, I found the blog entry to be another one of many coaching versus training blog entries. Why can’t we all just get along? The reality is it’s not sales coaching versus sales coaching… it’s sales coaching integrating with sales training.

Organizations that really have their sales performance strategy together will be driving forward with both training and coaching working synergistically. Each plays and important role in maintaining competitiveness, motivation and retaining star players. Have a listen to my rant on this topic:

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