How Coaching Boosts Your Potential

More than 20 years ago, we produced a toolkit. It was a small plastic box that contained certain sales tools for planning, conducting, and following up on sales calls.

Salespeople and sales managers loved it because it was such a handy and portable mechanism for reinforcing newly learned skills and embedding in the field some of the key principles of the Action Selling system.

Yesterday I was talking with one of our newest clients. He used the term “toolkit” when he described how his team was using the concepts of Action Selling to plan and orchestrate sales calls. I immediately recalled that old toolkit that we used to provide. And, I was reminded that even though the plastic box is gone, the tools aren’t.

As I thought about it, I realized that—thanks in part to those online, electronic methods I mentioned—the entire Action Selling system has become a toolkit for managing the sales process. Where we once placed certain tangible components into a box, today the whole of Action Selling is the toolkit.

Our training is all about how to use the kit—year by year, step by step, milestone by milestone, sales call by sales call—to improve effectiveness and success.

With the tools provided by Action Selling, salespeople become more resourceful than their competitors at the job of selling. Resourcefulness in selling allows us to cope with difficult situations and solve unusual problems.

The key difference with Action Selling is that it provides the right tools for the job.