The Science of Coaching Sales People

In this white paper, David Hoffeld writes about how a powerful scientific principle called Social Facilitation can significantly enhance a sales leader’s ability to coach and train sales people. David begins by explaining the scientific construct of Social Facilitation. He then clarifies why Social Facilitation is the basis for how athletes, firefighters, police officers and soldiers are trained and how that relates to the coaching and training of sales people. The white paper concludes with a practical analysis of how sales leaders can leverage Social Facilitation to more accurately evaluate their sales people.

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