Host:Gill McKay - MyBrain International

Gill McKay brings extensive experience gained from a varied career in senior roles in NCR, Unisys, LetsBuyIt.com and Baltimore Technologies before becoming independent 12 years ago, Her professional life has focused on helping sales and business leaders and HR functions enhance business performance, build capability and implement transformational change.

An energetic and dynamic facilitator, Gill is passionate about enabling people to be the best they can be by focusing on their strengths, passions and authenticity.

Coaching seems to fall flat in the selling environment without focusing on sales behaviours that will make a real difference. Sales managers tend to spend any one-on-one time with their people talking about numbers, forecasts and CRM data.

When this is the only focus, the greatest opportunity to improve sales performance is missed. Sales managers need to develop a clear line of sight between sales actions, behaviours, goals and business outcomes.

Great sales coaching is about ensuring the right conversations are being had with the right customer stakeholders at the right time to the right level of quality.

Key takeaways:

· 10 hallmarks of outstanding sales coaching

· Developing authentic coaching in your organisation

· Building coaching around strengths

· Latest thinking from the world of neuroscience