You are here

Coaching Analytics for Sales Performance

Dan Richards

On October 19, 2015 I'll present an innovative approach to performance improvement for ESMA (Executive Sales and Marketing Association) in Atlanta. For those of you in the Atlanta area, please feel free to attend using the following VIP code: ESMAVIP

For those of you who can't attend in person, check back after the event and I will provide a link to a video of the event.

Here is a description of the session:

After winning the Women's Soccer World Cup, the US National Team coach, Jill Ellis, revealed that analytics was a key to their stunning victory. In short, the team watched the film and analyzed strengths and weaknesses of their competitors and themselves. They were able to make informed decisions on where to improve, how to defend and when to attack.

Athletics is not the only place humans perform and seek improvement. Traditionally, an attempt is made to improve sales performance with traditional training. This can yield some positive results, but true performance analytics and coaching are not executed and there is ultimately a disconnect between training and true performance improvement.

In this session, we will explore how an existing technique is breathing new life into training; how the same type of video capture, analysis, and feedback that has been used for decades in sports with great success can help improve sales performance.