I feel extremely fortunate to have worked in sales for over 20 years now. 10 of which have been spent coaching and training sales people. In those years, I’ve noticed that both sales people and sales managers mistake the difference, and thus, the execution of sales training and sales coaching.

Sales people mistake their need for additional sales training, when in fact they need coaching. Sales managers mistakenly believe their sales people need new tricks and techniques, when they simply need help re-framing the narrative they’ve attached to an experience, which when left unattended, can turn into a limiting belief.

Do a quick Google search on books on sales coaching and you’ll get 59,000,000 results. There’s not a shortage of information on the topic. I’ve read many books on this topic and have found Keith Rosen’s work to be some of the best resources available. Below I’ve provided a quick one page of sales training vs. sales coaching.

More info on the topic don’t hesitate to check out Keith’s site here.