The Progress Coaching Blog

Scientific Reasearch for Prospecting Best Practices

Tue,Oct 20,2009 @ 11:08 AM | Posted by: Caitlin Robinson

All sales people have thier ideas and tricks for the best times to getting a hold of their leads.

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New Training Book: Reinforcement

Sun,Oct 18,2009 @ 07:26 AM | Posted by: Tim Hagen

Sales Progress will be writing its 2nd book for managers and training leaders on specific methods to reinforce training and performance. The missing ingredient in any training program seems to be reinforcement. That is "How do we take the training and skill development to the Real World" without disrupting day to day work of employees?

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Free Whitepaper: 4 Steps to Sales Training Success

Fri,Oct 16,2009 @ 01:45 PM | Posted by: Caitlin Robinson

As the market place becomes more competitive, the challenges of sales people are ever increasing.    You can increase the amount of training, but who has the extra time and money for that?  The key is to get the most out of the training you can afford.  You could spend a million dollars for every rep’s training, but if they aren’t getting all they can out of it, it’s a wasted investment...

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Take Control of Your Sales Process Or No One Will

Thu,Oct 15,2009 @ 11:46 AM | Posted by: Caitlin Robinson

A recent blog post by Seth Godin centered around the question, "What do you need me to do."  Seth went on to describe how detrimental to the sales process this question could be, he stated, "you should be offering solutions not asking for tasks."

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Inspiration is a Part of Coaching

Sun,Oct 11,2009 @ 06:46 PM | Posted by: Tim Hagen

I had lunch with one of may favorite clients last week, The Milwaukee brewers Baseball team. The sales managers and I discussed our goal for this upcoming year and we all agreed we need to stay focused on encouraging effort knowing results would come. Their sales team has evolved into a fantastic sales team whose passion for baseball and the profession of sales is unmatched. What made this lunch..

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Workplace Training and Motivation: Stop Whining and Try

Fri,Oct 09,2009 @ 01:05 PM | Posted by: Caitlin Robinson

It's 4:00pm on Friday afternoon, and your having trouble keeping motivated till that time clock tells you, "It's the weekend, GO HOME".

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Hey Managers "Are You Winning Them Over or Knocking Them Over?"

Sat,Oct 03,2009 @ 01:29 PM | Posted by: Tim Hagen

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Coaching Against Price Objections

Sat,Oct 03,2009 @ 10:12 AM | Posted by: Tim Hagen

Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and..

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Keep Coaching

Sat,Oct 03,2009 @ 10:02 AM | Posted by: Tim Hagen

One of the mainstays of our company Sales Progress LLC is our in-depth coaching program "progress Coaching". We think its great but does it work? One of our clients called me and said "Not only are we hitting our numbers but I find myself coaching everyday!"

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Customer Service Training: Are you Wowing Or Annoying your Customers

Thu,Oct 01,2009 @ 10:44 AM | Posted by: Caitlin Robinson

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