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The Distinction
between Sales Coaching and Sales Training Recently, I was asked, “What’s the difference between coaching and training?” I thought about it for a moment and replied, “A training course may teach you how to do something specific, learn a new software program, or new sales techniques. Coaching works with you to implement what you have learned and master it over the long term. “ If we look at the bottom line, the truth is that most sales training programs have not made a significant difference in the sales professionals' earnings or the company's revenue from a single session or workshop. For most sales professionals, the greatest improvement to their sales success is an ongoing commitment to professional development. Either self-guided or by using experts who can help release their fullest potential and capabilities. This is typically someone who has the training, skills, experience and desire in working with sales professionals, usually a coach or mentor. Long-term progress is more likely to come as a result of an ongoing commitment to professional success and not a training course. The reality is that it takes time and commitment to develop new sales skills and competencies. If you want to achieve greater results, become a greater person, you can't just sit down and wait for it to happen. To make significant changes you must first look at what adjustments you need to make, and then commit to an ongoing process of change. The philosophy behind the 1∙4∙All Coaching Approach is about ongoing learning; it's about incremental growth over time to create significant change and progress; it's about supported personal and professional development. So with all our programs we encourage our clients to commit to an ongoing coaching relationship in order to support the learning and extract the greatest ROI from their time and resources.
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