High Impact Sales Coaching

Tuesday, October 7, 2014 2:00pm - 3:00pm EDT  
Host: Association for Talent Development
By: Norman Behar, Managing Director and CEO, Sales Readiness Group and Ray Makela, Managing Director, Sales Readiness Group

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Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases driving up revenues by 20 percent or more. However, all too often sales organizations find it challenging to develop a sales coaching program that's embedded in a coaching culture. 

This webinar offers best practices and strategies for developing an effective sales coaching program for your sales organization. You will learn to:

  • Create a coaching culture that empowers your salesforce.
  • Use key performance indicators to maximize sales coaching ROI.
  • Transform sales managers into highly effective coaches. 


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Norman Behar
Norman Behar

Managing Director and CEO, Sales Readiness Group

Norman Behar is a proven sales leader with more than 25 years of CEO and senior sales management experience. Previously, Norman served as president and CEO of Catapult, a leading provider of personal computer training services. There he oversaw the company’s operations and managed its growth and expansion into more than 20 major markets across the United States. Under his leadership, revenues increased significantly and the company was sold to IBM. Earlier in his career, Norman served as senior vice president of corporate and government sales with Egghead Software. As founder of that company’s business unit, he built and managed a national direct sales organization responsible for over $300 million in annual revenue. Norman received a BA from the University of Washington.

Ray Makela
Ray Makela

Managing Director, Sales Readiness Group

Ray Makela is a proven business and sales leader with more than 20 years of management, consulting, and sales experience. Prior to joining the Sales Readiness Group, Ray served as chief customer officer (CCO) at Codesic Consulting, where he was responsible for business development, managing customer relationships, and the development and implementation of Codesic's sales training initiatives.

Previously, Ray held management positions at Accenture and Claremont Technology Group, were he was a management consultant and trainer in the change management practice. Ray also served as an officer in the U.S. Navy, and as an assistant professor of naval science at the University of Southern California. Ray earned a BA in speech communications from the University of Washington, and an MPA in public administration and information systems management from the University of Southern California.