Managers rate coaching as the number one most important activity based on its impact on sales effectiveness. Yet, Sales Management Association research reports that 77% of firms say they don’t provide enough coaching to support their salespeople. Too often, frontline managers lack time and the objective insight into individual development needed to be an effective coach; someone who can successfully motivate sales teams to perform at their optimum and meet sales KPIs quarter-on-quarter. The task is set for sales management and sales enablement departments to foster a coaching culture that supports time-pressed sales and Inside Sales managers in becoming successful coaches. WHAT YOU WILL LEARN Join Patrick Gunn, VP of Sales, EMEA for Qstream, as he discusses the importance of building a coaching culture, and provide a practical guide to: - Assessing the baseline capabilities of sales executives - Building a competency-based sales development model - Implementing a coaching culture that provides motivation and measurement - Establishing a data-driven approach to manager-coach enablement - Measuring coaching effectiveness to adapt and support a continuous coaching culture ABOUT OUR SPEAKER Patrick Gunn, VP of Sales - EMEA, Qstream Patrick is Vice President of Sales, EMEA, and is responsible for the market development of Qstream’s sales capabilities platform outside of North America. An experienced international sales leader, Patrick has spent more than 25 years in enterprise software sales for some of the world’s largest companies such as HP, IBM Tivoli and Sun Microsystems. He has also built out several EMEA start-ups including iQuate, ManageSoft and Flexera Software. Patrick is passionate about building high-performance sales teams that deliver on revenue, but also enjoys fostering the professional growth of sales executives. Feel free to contact us with any questions at [email protected] or call 1-800-604-7085 ext 130.