Summer Sales Effectiveness School in session: Keith Rosen on Sales Coaching

 I chuckled at first when I read my colleague (and sales guru) Keith Rosen's recent post, You're Screwed -  Why Many Salespeople are Destined for Failure -  about the poor guy who wanted his boss to help him with an investment of some sales coaching and training. The boss ultimately said, "just try harder" and "follow your prospects around" -- as if this would help the fellow.

Instead of going on and on about the post, we'll turn it around and focus on the fact that school is in session. I thought of quite a few takeaways from what I read, so I will summarize, and ask you to post YOUR thoughts on becoming a student of sales.

Athletes have coaches and usually practice much more than they play actual games. They surround themselves with pros who can show them, through experience, how to take the quicker path to success. One can go the long way, but why not learn from others' mistakes and lessons?

If you are in a situation like Harry is - when your boss won't assist you with resources for professional development, I agree with Keith - get into a company that supports its people.

Everyone needs a game plan, and tactical skills (which can be taught) in a number of areas to be successful as a professional seller.

Recently my son left professional sports and started his second career in a sales position with a Fortune 500 company. One of the compelling reasons he went with the company that he did was because of their extensive investment in their people, including a 13 week "new hire" program for him.

Look for resources to help you learn and grow. As our "school" goes along, we'll offer you a summer reading list and some other resources that will help you grow and improve.