Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

CHAPTER 7

TERRITORY AND ACCOUNT COACHING

Up to this point, we’ve made the case that coaching to activities matters. We provided empirical evidence that coaching to activities is the only type of coaching that positively affects quota attainment. We provided a framework to identify which activities, for a given role, are most likely to lead to desired outcomes. We’ve explored ways to ensure that the coaching conversations you have with your salespeople are structured for maximum impact. We’ve even delved into the idea of rhythms and coaching consistency. We’ve provided the building blocks you need to establish highly effective sales coaching practices.

Now, we dive into the specifics of the two sets of sales activities that are necessary for ...