THE FUTURE FUNDAMENTALS OF SALES COACHING

The key word in the phrase “fundamentals of sales coaching” is the word “fundamentals.”  The word, itself, for many of us has lost its instructional significance.  All too often the word “fundamentals” has become another word for “elementary.”  When we consider the true meaning of the word as it is used in the phrase “fundamentals of sales coaching” Roget’s Thesaurus lists four synonyms to crystallize our definition of “fundamentals:

1. primary as in “most important”

2. essential

3. key

4. basic

Using those adjectives, there are questions we should ask: what are the primary fundamentals of sales coaching?  What would a list of essential fundamentals of sales coaching include?  Have the key fundamentals of sales coaching changed over time?  And if those key fundamentals have changed over time, what are today’s basic fundamentals of sales coaching?

To be sure, there are primary fundamentals of sales coaching that are timeless.  In Closing the Whales, I present my views on this important subject, based on my own experience of managing long, complex sales campaigns and based on close observation of talented sales campaign managers.  Fundamental integrity, clearly, tops the list.  Doing the right thing for your customer is timeless wisdom.  Conscientious due diligence is basic and obviously essential.  Those are just three fundamentals of sales coaching that will never become mundane!

If there are timeless fundamentals of sales coaching, are there fundamentals to be learned in order to succeed in today’s white-hot competitive environment?  From this corner the answer is unquestionably yes!

I did not write this book because the sales people of the world needed another spin on the subject of consultative selling.  There are countless references on that subject.  I wrote the book because there is precious little on the fundamentals of sales coaching centered on the very large, complex and long sales campaigns.  The basic fundamentals of sales coaching for the huge wins is about anticipating all the potential and most probable events of a long but potentially rewarding sales campaign.  I have looked but never found any book that recommends this concept as key in any sales manager’s fundamentals of sales coaching when presented with a major opportunity.

Identify the fundamentals of sales coaching. Get your copy of Closing the Whales today!