Sales Coaching: What It Is, What It Isn't, and Why It Lacks Impact

Thursday, August 16, 2012 11:00am - 12:00pm EDT  
Host: Association for Talent Development
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For decades, companies have trained and re-trained their sales managers on how to coach their reps. Yet, we don't know of a single organization that claims their managers coach well enough or often enough to maximize sales performance. Join us to learn why that deficit exists AND how to eliminate it in your own salesforce.

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Jason Jordan is a partner of Vantage Point Performance, the leading sales management
training and development firm. He is a recognized thought leader in the domain of
business-to-business selling and conducts ongoing research into management best
practices in hiring, developing, measuring, and managing world-class sales organizations.
Jason's extensive research into sales performance metrics led to the breakthrough insights
published in his first book, Cracking the Sales Management Code (McGraw-Hill, 2011).

For 15 years, Jason has worked internationally in industries such as technology,
manufacturing, distribution, financial services, construction, media, telecommunications, consumer products, health care, and hospitality. As a popular speaker and writer, he is a frequent contributor to the Sales Management Association, the American Society for Training and Development, Selling Power, Sales & Marketing Management, and other industry groups.Having sold financial products, consumer products, and software integration services early in his career, Jason is a passionate advocate of both the sales profession and the evolution of sales management into a science. He is currently the Director of Research for the Sales Education Foundation and is a visiting faculty member in the Executive Education and MBA programs at the University of Virginia's Darden School of Business.

Jason received an Economics degree with honors from Duke University and an MBA from the University of Virginia. He and his family currently reside in Charlottesville, Virginia.

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