Build A Coaching Culture for Successful Large Account Sales

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Presented by

Barbara Weaver Smith, The Large Account Sales Expert

About this talk

Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations. The successful large account salespeople today and in the future need to be intelligent, informed, skilled, knowledgeable and wise. Too much sales training focuses on information (mostly product-based) and skill (mostly routine). The leaders’ job is to coach the entire team to translate information into knowledge and move towards real wisdom in their interaction with prospects and customers. This webinar covers how to create a culture of coaching within your sales team, how to develop a deep customer-centric perspective within your company, and how to manage the short-term demands with a long-term perspective. You will learn: 1.How to coach your team to turn their information into useful knowledge. 2.How to find time and ways to coach your team. 3.Sales enablement ideas for a coaching culture. 4.Characteristics of a culture that fosters fast growth. 5.How to nurture a customer-centric perspective in your sales team.

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