OasisLMS

Duration: 25 minutes Learning objective: Understanding the role of coaching, a structured approach to doing it well, and how to create a coaching culture.

Sales Management & Leadership Professionals

English-speaking UK and International

The key to a sales team’s success is great coaching. Sales managers know they need to coach their team in order for them to consistently hit their targets. Yet right across the UK, sales teams are consistently missing target. What’s going on? Adrian discusses what sales managers need to know and do to coach their people well and keep hitting target.

· The role of the coach · Structured approaches to coaching · Creating a coaching culture.

CPD Points: One

Adrian Barnwell - Sales Coaching Leader for EMEA & Latin America, IBM Services Adrian is a very effective executive deal coach and sales leader. He has the ability, empathy and charisma to lead all levels of pursuit teams to ruthlessly qualify, understand business drivers behind the opportunity, navigate the politics and relationships and identify genuine win themes. Adrian is an asset to every deal he works on.