This paper will provide instruction for sales coaching in the following areas:
1. Understand the flow of the coaching process.
2. Build and use checklists to help define "what" to coach.
3. Know how to prepare for coaching with the "quick coaching analysis.
4. Know how to conduct three types of coaching sessions (Formal, Curb Side, Peer-to-Peer)
5. Learn to use the “Interim Action Plan" to document coaching sessions.