The Coaching Effect Blog

How To Keep Your Talent Pool Full. A Recruiting Process.

Posted by Kristi Shoemaker

April 10, 2012

Ask yourself this question: When do you start recruiting your next sales producer? In many instances, sales managers wait until there is a vacancy and then embark on a crazy, mad dash to fill the spot.  Clearly, this isn't the best process. Rather, recruiting should be an ongoing process that everyone on the team is responsible for.

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Topics: Best Practice, talent identification & acquistion, prospecting, assessment tools, ideas for sales leaders

Keep Your Eye On The "Prospecting" Ball

Posted by Kristi Shoemaker

March 5, 2012

Today's guest blog post is written by our good friend and Pillar Partner, Tony Cole, president of Anthony Cole Training Group. Tony is a retired collegiate coach turned sales management coaching consultant.  Tony shares a story about the importance of "keeping your eye on the ball" in sales.  Tony will be conducting a keynote session and breakout titled "The Evolution of Coaching in the New Era of Sales Management" at our upcoming Sales Coaching Summit in Austin, TX in April.  

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Topics: prospecting, sales rep peformance

Economic Challenges Bring Sales Prospecting Opportunities

Posted by Kristi Shoemaker

August 29, 2011

This guest article was written by our Pillar Partner, SellingToZebras.    It asks Sales Managers how the current economic tide has been affecting business. It shows them how to positively response to it, identify sales opportunities for a sales team, and develop a prospecting strategy. Read the full article "Restructuring With Sales"

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Topics: prospecting

Discover the Best Lead Qualification Question

Posted by Kristi Shoemaker

March 8, 2011

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Topics: sales producer, prospecting, sales coaching, sales methodology & sales skills development

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