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Sales Training vs. Sales Coaching: What’s the Difference?

5 8 37
26.09.2021

The world’s best athletes train year-round to hit their numbers and reach their goals. Throughout their journey, they’re coached and given opportunities to improve their craft. The same is true for the best sellers. Sales training and coaching are key pillars of a comprehensive sales enablement solution, so it’s important to understand the difference between the two and why they work so well together

Sales training and coaching can benefit your organization in a number of ways, most importantly: they help ensure that your sales reps hit their number.

No matter where your organization is on its enablement journey, sales training and sales coaching are a resource to continuously improve your sales activities. In this post, we’ll define sales training and coaching, as well as the how’s and why’s of implementing best practices.

Let’s get started!

While related, sales training is slightly different from coaching. Sales training ensures that every seller in your sales force has the skills they need to contribute to the team and grow their career. Training educates your sellers on the techniques they need to be most successful when selling your company’s products, services, or solutions.

Every sales organization has a goal or quota. To reach these numbers, sales leaders have the experience and knowledge to encourage, empower, and enable their teams with the practice, guidance, feedback, and tools to succeed in their engagements with buyers.

Sales coaching enables every sales rep to meet their goal, as well as those of the greater sales organization. To be effective, sales coaching needs to be continuous and customized in a way that it focuses on skills and reinforces great sales behavior.

On the surface, sales training and coaching can sound like the same thing. They’re peas in a........

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