--- title: Blog | Sales (9) description: Sales | Blog for leaders to coach conversationally (9) --- [![Progress-Coaching-Logo-not-tag-white-249px-x-56-1](https://www.salesprogress.com/hs-fs/hubfs/Imported%20images/Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png?width=249&height=56&name=Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png "Progress-Coaching-Logo-not-tag-white-249px-x-56-1")](https://www.salesprogress.com) ## ![blog-header](https://www.salesprogress.com/hs-fs/hubfs/ProgressCoaching/blog-header.png?width=256&name=blog-header.png) ## The Progress Coaching Blog ## [Open Sesame...6 Ways to Get Prospects to Open Doors](https://www.salesprogress.com/progress-coaching-blog/bid/85969/Open-Sesame-6-Ways-to-Get-Prospects-to-Open-Doors) Mon,Apr 23,2012 @ 02:21 PM | Posted by: [Codie Lynn Thompson](https://www.salesprogress.com/progress-coaching-blog/author/codie-lynn-thompson) ### Open Sesame...6 Ways to Get Prospects to Open Doors Typically when you mention the word “prospecting” to a sales rep, they cringe. People will easily admit that networking events are their least favorite activity, however the successful reps have found that networking is critical to their success. Having reps put together a prospecting plan will keep a constant flow of business coming in the.. [Read More](https://www.salesprogress.com/progress-coaching-blog/bid/85969/Open-Sesame-6-Ways-to-Get-Prospects-to-Open-Doors) ## [The Tell-Tail Signs Your Training Is A Success](https://www.salesprogress.com/coaching-leadership/bid/85765/The-Tell-Tail-Signs-Your-Training-Is-A-Success) Wed,Apr 18,2012 @ 04:30 PM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) ## ***The Tell-Tail Signs Your Training Is A Success*** ***Training***: intended for use during an introductory, learning, or transitional period. Training is a tool that is typically associated with improvement, and it has a variety of uses in the business world. Companies use it to make sure their employees know the features, advantages and benefits of the product they are selling. They can employ sales.. [Read More](https://www.salesprogress.com/coaching-leadership/bid/85765/The-Tell-Tail-Signs-Your-Training-Is-A-Success) ## [Take A Walk In Your Customer's Shoes](https://www.salesprogress.com/coaching-leadership/bid/85764/Take-A-Walk-In-Your-Customer-s-Shoes) Wed,Apr 18,2012 @ 12:30 PM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) ## **Take A Walk In Your Customer's Shoes** Okay, I hope I have your attention with this weird title but selling still needs to get to the basics. Recently I encountered a really interesting interaction with a client's sales person. I asked the rep "Why do you feel you lost the deal?". He started to tell his product was perfect for the client and he seemed almost at a loss to why. I asked him a great.. [Read More](https://www.salesprogress.com/coaching-leadership/bid/85764/Take-A-Walk-In-Your-Customer-s-Shoes) ## [Drive Value and Get Rid of Price Objections](https://www.salesprogress.com/coaching-leadership/bid/85519/Drive-Value-and-Get-Rid-of-Price-Objections) Mon,Apr 16,2012 @ 08:30 AM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) A value driver is what drives a customer's decision. An objection is a cry for value so if sales teams understood customer's ***value drivers*** they would be less inclined to lower their price. It requires in-depth needs-based selling questions, listening and I mean REALLY listening, and delivering your benefits in direct correlation to their value drivers. [Read More](https://www.salesprogress.com/coaching-leadership/bid/85519/Drive-Value-and-Get-Rid-of-Price-Objections) ## [How to Customize Your Sales Training Handbook](https://www.salesprogress.com/coaching-leadership/bid/85427/How-to-Customize-Your-Sales-Training-Handbook) Fri,Apr 13,2012 @ 09:00 AM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) ## How to Customize Your Sales Training Handbook We often speak about utilizing group discussions and best practices as a part of your employee coaching program, to help improve your sales team.  Now we propose you to take it one step further, and actually document these best practices, to create the greatest sales handbook your team could ask for.You can read hundreds of books and articles about.. [Read More](https://www.salesprogress.com/coaching-leadership/bid/85427/How-to-Customize-Your-Sales-Training-Handbook) ## [3 Steps to Successful Sales Training](https://www.salesprogress.com/coaching-leadership/bid/85419/3-Steps-to-Successful-Sales-Training) Thu,Apr 12,2012 @ 02:00 PM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) ## 3 Steps to Successful Sales Training  Sales training takes more than a one or two day workshop to be successful and effective. Training needs to be a process not an event.  The below 3 parts must be included to ensure that your training programs are effective and that the learning becomes sustainable. [Read More](https://www.salesprogress.com/coaching-leadership/bid/85419/3-Steps-to-Successful-Sales-Training) ## [3 Things NOT To Do When Coaching](https://www.salesprogress.com/coaching-leadership/bid/85037/3-Things-NOT-To-Do-When-Coaching) Tue,Apr 10,2012 @ 12:09 PM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) ## **3 Things NOT To Do When Coaching** We constantly talk about what to do when coaching but what about what NOT to do when coaching an employee? Whether you are coaching one or one hundred employees the process of coaching can become overwhelming and often, without realizing, you may veer off your intended path. Below are 3 things to avoid to keep your coaching on track.  [Read More](https://www.salesprogress.com/coaching-leadership/bid/85037/3-Things-NOT-To-Do-When-Coaching) ## [How to Coach Inside Sales Reps](https://www.salesprogress.com/coaching-leadership/bid/85032/How-to-Coach-Inside-Sales-Reps) Tue,Apr 10,2012 @ 11:27 AM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) ## How to Coach Inside Sales Reps Sales management is not always easy. We expect a lot out of salespeople because we want to succeed, and we always want to see better performance and increased profitability. Coaching is tough. Most of the time, sales managers delegate instructions and expect to see their employee’s automatically hit their goals and make their bottom line, but what we really need to.. [Read More](https://www.salesprogress.com/coaching-leadership/bid/85032/How-to-Coach-Inside-Sales-Reps) ## [How to Keep Your Customers and Grow Business](https://www.salesprogress.com/coaching-leadership/bid/85031/How-to-Keep-Your-Customers-and-Grow-Business) Tue,Apr 10,2012 @ 11:19 AM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) ### How to Keep Your Customers and Grow Business These days people are more protective of their money, and instead of spending it freely, they are saving. For sales teams, it has become increasingly important to keep a hold of current clients; since, as most studies show, it costs six times more to get a prospect to buy than it does an existing customer. So, the question becomes, “How do we maintain.. [Read More](https://www.salesprogress.com/coaching-leadership/bid/85031/How-to-Keep-Your-Customers-and-Grow-Business) ## [Management Here You Come](https://www.salesprogress.com/coaching-leadership/bid/84892/Management-Here-You-Come) Thu,Apr 05,2012 @ 04:47 PM | Posted by: [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) You've put a lot of thought into, you're sure you're ready, you have finally made up your mind...management here you come! Now that you know the management track is right for you, how do you get everyone else to see you're a candidate for a management position? [Read More](https://www.salesprogress.com/coaching-leadership/bid/84892/Management-Here-You-Come) [1](https://www.salesprogress.com/progress-coaching-blog/topic/sales/page/1) [...](https://www.salesprogress.com/progress-coaching-blog/topic/sales/page/4) [8](https://www.salesprogress.com/progress-coaching-blog/topic/sales/page/8) [9](https://www.salesprogress.com/progress-coaching-blog/topic/sales/page/9) [10](https://www.salesprogress.com/progress-coaching-blog/topic/sales/page/10) [...](https://www.salesprogress.com/progress-coaching-blog/topic/sales/page/14) [21](https://www.salesprogress.com/progress-coaching-blog/topic/sales/page/21) ### Subscribe to the Progress Coaching Blog ### Posts by Topic - [coaching (773)](https://www.salesprogress.com/progress-coaching-blog/topic/coaching) - [Sales Coaching (401)](https://www.salesprogress.com/progress-coaching-blog/topic/sales-coaching) - [Employee Development (289)](https://www.salesprogress.com/progress-coaching-blog/topic/employee-development) - 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