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Brief: Four Principles for Coaching in a Virtual World

Sales management

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What’s Inside

For many, coaching is faltering at a time when it is needed most.

The pandemic has left teams distributed, communication interrupted, and the path forward unclear. Sales leaders need a more effective way to coach as teams begin to drift apart in today’s virtual setting.

In our brief, Four Principles for Coaching in a Virtual World, we explore the guiding principles for meaningful coaching in a virtual setting. These four ideas can be enacted immediately and will equip sales leaders to rediscover the kind of dialogue that fosters unity and motivation.

We show why leaders need to: 

  • Ensure the sales professional talks first, last, and most
  • Diagnose before prescribing
  • Coach with a broader purpose
  • Leverage the advantage of analytics

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