Coaching Reps through the Downturn |
In the current economic conditions when the financial services companies are facing declining revenues and profits it is vital to maintain and develop customer relationships. One of the major factors contributing towards this will be the performance of the sales functions and sales representatives - brokers, financial planners, wealth managers, and independent and captive agents.
Deloitte Consulting LLP’s thought piece, Coaching Reps Through the Downturn, explains how organizing, deploying, motivating, and supporting the different types of sales representatives would help organizations to achieve success. It discusses how proper coaching can aid them to put their learned skills and knowledge into practice thereby improving the interaction with the customers. The report focuses on the keys and obstacles to successful coaching, and the characteristics of an effective coach.
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Coaching Reps through the Downturn
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