You should also try to assess your sales team before you begin the coaching. This can be done through the SSAT by measuring skills on five areas Open, Investigate, Present, Confirm and Position. Knowing current level of skills of your sales people helps them to do targeted coaching intervention. You can also identify the behavioral styles, through Predictive Index, of the individuals and combine it with skills to improve performance.
SSAT and Predictive Index are part of PI Worldwide. If you would like to explore more, let me know.
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