Challenger

In our latest webinar, "Effective Coaching Strategies that Unlock Seller Performance," we asked participants what they think organizations can do to better support coaching in their sales culture. Their insights revealed one overarching truth: organizations need to shift their coaching mindset. Sir John Whitmore, author of Coaching for Performance, summarizes what this shift looks like: "Coaching is unlocking a person's potential to maximize their own performance. It is helping them to learn rather than teaching them." Learn more about the power of effective coaching and how to implement it into your organization by watching the full webinar, linked in the comments below ?? #salescoaching #salesmanagement #salesmanagers #coaching

Last month Meritage Homes brought together top operations and sales leaders for an incredible two-day National Operations & Sales Leadership Conference in Scottsdale, AZ. Challenger team members Nicole Niemiec and Evan Valk lead a dynamic session on Coaching Reinforcement—diving into "the case for coaching" and practical strategies to develop Challenger skills, with a strong focus on Commercial Insight. Congrats to the Meritage Homes team on a successful 2025 conference! #Challenger #MeritageHomes #coaching #salescoaching

The "Teacher” customer archetype brings enthusiasm and passion to sales interactions. They’re skilled in persuading and advising their team, and when you provide them with a clear project plan and timeline, this Mobilizer can get stuff done. Other tips for working with the Teacher: ? While the Teacher effetively drives change, they sometimes lack project management skills. To keep your project moving forward, stick with their vision – but provide clear deadlines and a strong project plan. ? Unlike other Mobilizers, the Teacher has a tendency to share stories and opinions instead of facts and tasks. Don't be deterred. With the right guidance, they can still effect change nearly as well as the Go-Getter. ? The Teacher’s tendency to manage through excitement might cause them to gloss over internal objections. Get ahead by proactively providing supporting research to address potential roadblocks. For more on the Teacher, check out “The Challenger Customer.” #Challenger #Challengerarchetipes #TheChallengerCustomer

Organizations know better coaching leads to greater ROI, but so many struggle to implement an effective coaching strategy. In our latest webinar, participants shared their most common barriers to effective coaching. See any patterns? If your organization struggles with the same roadblocks, learn how to overcome them in our on-demand webinar, “Effective Coaching Strategies that Unlock Seller Performance.” Click the link in the comments to watch the webinar and discover strategies for building an effective coaching program that sustains high-performing sellers. #salescoaching #salesmanagement #salesmanagers #coaching

When strong coaching connects to revenue outcomes, sellers advance more deals at a faster pace, leading to accurate forecasting and revenue growth. Yet only 34% of sellers report getting enough coaching support. Organizations need a way to break this cycle of ineffective coaching execution. Challenger’s coaching workshops ensure your managers focus on the right coaching conversations, transforming frontline managers into sales mentors with skills like developing trust, asking powerful questions, and partnering with sellers. The result is a consistent, high-quality coaching philosophy. Learn how to turn your sales managers into revenue multipliers by downloading our coaching program catalog, linked in the comments below. #Challenger #coaching #salescoaching #salesmanagement

Want to drive unbelievable ROI on your sales training? Sales coaches hold the key. Research from Training Industry reveals top sales managers drive a 72% win rate compared to the average of 42%. Gartner found that effective coaches significantly influence seller retention rates among core and star performers. However, many organizations struggle to implement strong sales coaching – with less than 10 percent of sales managers’ time devoted to coaching. In our latest white paper, we reveal exactly how much devaluing sales coaching costs your organization and offer a path to higher win rates, better seller retention, and stronger sales culture. Scroll through for a sneak peek and download the full white paper at the link below. #Challenger #Richardson #RichardsonSalesPerformance #coaching #salescoaching #salesmanagement

This Challenger customer archetype isn't easy to win over – and Challengers love them for it. In fact, Skeptics are a subset of Mobilizers, the type of customer the most successful sales reps seek out. Getting a Skeptic on board may not be easy, but it’s well worth your time. Here are tips for spotting Skeptics: ? They’ll push back against your insight with equally thought-provoking questions. Don’t be afraid – addressing a Skeptic and getting their buy-in paves a quicker path to organizational change. ? Like all Mobilizers, skeptics will talk in terms of “we” and not “me.” They’ll also share helpful facts. ? To double-check that you’ve found a Mobilizer, consider asking them to do a little research, complete a task, or give you a few next steps. Don’t forget to provide your Skeptic with absolute certainty in the project plan. For more on working with Skeptics, check out “The Challenger Customer.” #Challenger #customerarchetype #salesskills #sellingskills #sellingtips

Does your organization implement coaching strategies? Let us know in the poll below ??

"Overall, Challenger was the best ‘sales method’ experience I have gone through in my career, and it is the method I truly believe works.” — Parker McArdle, Account Manager, Northern United States at Aerogen. Hear more from Parker on how Challenger training changed his approach to reaching potential customers and check out the full article on Aerogen's successful Challenger implementation below. #challenger #salesmethodology #clientstories

Building an effective sales coaching program can yield outsize results for your sales team. So why do so many organizations struggle to get it right? In our latest webinar, Effective Coaching Strategies That Unlock Seller Performance, we explored how management differs from coaching, why coaching-specific training matters, how to use data to uncover coaching opportunities, and more. ICYMI, check out the webinar recording at the link in the comment below ?? webinar promo #Challenger #Richardson #salescoaching #coaching #salesmanagement