One task can literally 4 x your prospecting results – Creating a strategic and finite list of key targeted accounts. Often when I’m coaching salespeople I ask them, “Please can you show me your list of targeted accounts?” Too often the response I get is: Sure we have them all here in our database and …

Put simply, coaching is a process to improve performance that focuses on helping an individual unlock their own potential to maximise performance. Coaching helps them to learn rather than you teaching them. Most sales managers are poor coaches lacking the ability and skills to help individuals reach their full potential. Now’s the time to learn …