Coaching is different from sales training. Training takes place in a classroom setting, where a group of salespeople receive instruction. Coaching is a one-on-one relationship, and takes place over the course of months.
At first glance it seems shocking that there could be a profession in which three-quarters of practitioners are inept. But the numbers make sense when you consider that most people who go into sales have no formal training about how to sell.
In today's complex and overlapping digital marketplace it is time to show more knowledge outside of you own field of expertise and realize that times are not "a-changing" -- they have completely changed.
When I asked a group of more than 100 commission-based sales associates who they think has the ultimate power in any negotiation, the response was universal: the person most willing to walk away from the talks.
The salesperson said, "We will only discuss price in person." Their unwillingness to share any pricing information raised a red flag. Was their pricing so offensive that they could not share it? Did they not have consistent pricing? Did they not price their meats by the pound?