Our recent research project with the Sales Management Association explored why some organizations use coaching successfully to drive sales performance while others struggle to make it work. With this study, we identified those stumbling blocks and uncovered the winning formula for organizations that excel at sales coaching.

5 Tips for High-Performance Leadership by Mike Esterday and Gary Karthauser and Australian Banking Industry: Package of Initiatives by Ian McPhee.

Learning the four different Behaviour Styles® — Doer, Talker, Controller and Supporter — and understanding your own style is a critical aspect of effective leadership and self-awareness. Learning to adapt your communication based on each person you’re leading and coaching and customising your approach will maximise each coaching engagement and dramatically improve overall coaching effectiveness.

New data from sales leaders point to how top-performing companies ignite a team’s drive to achieve. Our new infographic summarises key findings from this 2017 research, in partnership with the Sales Management Association. You’ll also learn three critical conversations that will determine the success of your salespeople, sales team, and ultimately, your organisation.