Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

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WORKSHOP – Improving Sales Effectiveness with High Impact Sales Coaching

3:20 p.m. to 4:20 p.m.

TUE 16 OCT 2018

Grand Ballroom

session information

Few activities are considered as important to the sales organization as sales coaching. Three-fourths of firms, in fact, consider sales coaching very important to sales force effectiveness, but despite this awareness over three-quarters of firms say they do very little, if any, coaching. Of greater concern is the quality of what little coaching is provided by management – just 46% of whom consider theirs effective.

Yet for firms that get sales coaching right, a substantial performance benefit accrues. There is a 15% revenue performance achievement gap between leading firms effective at coaching and lagging firms seen as ineffective.

In this session we review the Sales Management Association’s latest research on sales coaching, while revealing the practices and approaches that help high performing firms unlock sales coaching’s performance benefit. Attendees will gain an understanding of sales coaching’s essential elements, how to support effective coaching initiatives, and how to optimize its impact on sales effectiveness.


Bruce Wedderburn

Chief Sales Officer

Integrity Solutions

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Mike Esterday

Partner and CEO

Integrity Solutions

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meet some of this year's sponsors

Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list

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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

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Sponsors' Prospectus

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