Tag: Tips

Creating a Coaching Culture, Part 2

| September 28, 2012

In part two of the Coaching Culture series, Ziya Muhamedcani discusses four practical tips and strategies sales managers can employ to establish a progressive and successful training method. By establishing an annual training plan, creating a system of guidelines and procedures, mapping out field training sessions and incorporating a two-way rapport between the trainer and […]

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Creating a Coaching Culture, Part 1

| August 28, 2012

Ziya Muhamedcani discusses three integral steps sales management can take to create the most effective coaching culture to train and manage subordinates. With a focus on targeted and customized training, Ziya discusses the various reasons why sales managers should formulate training plans that are highly individualized, that follow a consistent, structured process and run on […]

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Using Technology as a Management Tool: A Recorder to Evaluate Your Own Coaching Style

| July 9, 2012

Recently, I recorded myself during a coaching session with a sales rep, using a smartphone.  What a management tool using a recorder is! With smartphones and tablets prevalent in today’s sales organizations, this is just one further extension of technology that can be used to improve overall sales manager performance. Actually the process was pretty […]

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Preparing for the Sales Call

| June 28, 2012

In this video, lead trainer and president of the Sales Institute Japan/China, Ziya Muhamedcani, expounds on the virtues of sales call preparation. Exploring three key elements vital to any industry professional seeking a leg up during precious face-time with a prospective customer, Ziya elaborates on the importance of optimizing your product knowledge, role playing anticipated […]

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