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The Definition of Insanity when it comes to Sales Coaching
Managers and leaders still listen to call recordings for hours on end, schedule time with the rep or agent to discuss what happened (and why it did not go right), still do…not as simple as inserting a rep on the front line and six-months later expecting the same repeatable revenue. Failing to … Try real-time…
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Using Inoculation Theory and Ego to explain resistance to Real-Time Sales Coaching
Inoculation theory is a social psychological/communication theory that explains how an attitude or belief can be protected against persuasion or influence. What does inoculation theory and sales coaching have in common … Old school sales coaching Sales coaching, up until now, has focused on memorizing and ….
Role Playing
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