CINXE.COM

<!DOCTYPE html> <html lang="en-US" class="no-js"> <head> <meta charset="UTF-8" /><script type="text/javascript">(window.NREUM||(NREUM={})).init={privacy:{cookies_enabled:true},ajax:{deny_list:["bam.nr-data.net"]}};(window.NREUM||(NREUM={})).loader_config={licenseKey:"NRJS-d1aad62634166c22251",applicationID:"757607623"};;/*! For license information please see nr-loader-rum-1.274.0.min.js.LICENSE.txt */ (()=>{var e,t,r={8122:(e,t,r)=>{"use strict";r.d(t,{a:()=>i});var n=r(944);function i(e,t){try{if(!e||"object"!=typeof e)return(0,n.R)(3);if(!t||"object"!=typeof t)return(0,n.R)(4);const r=Object.create(Object.getPrototypeOf(t),Object.getOwnPropertyDescriptors(t)),o=0===Object.keys(r).length?e:r;for(let a in o)if(void 0!==e[a])try{if(null===e[a]){r[a]=null;continue}Array.isArray(e[a])&&Array.isArray(t[a])?r[a]=Array.from(new Set([...e[a],...t[a]])):"object"==typeof e[a]&&"object"==typeof t[a]?r[a]=i(e[a],t[a]):r[a]=e[a]}catch(e){(0,n.R)(1,e)}return r}catch(e){(0,n.R)(2,e)}}},2555:(e,t,r)=>{"use strict";r.d(t,{Vp:()=>c,fn:()=>s,x1:()=>u});var n=r(384),i=r(8122);const o={beacon:n.NT.beacon,errorBeacon:n.NT.errorBeacon,licenseKey:void 0,applicationID:void 0,sa:void 0,queueTime:void 0,applicationTime:void 0,ttGuid:void 0,user:void 0,account:void 0,product:void 0,extra:void 0,jsAttributes:{},userAttributes:void 0,atts:void 0,transactionName:void 0,tNamePlain:void 0},a={};function s(e){try{const t=c(e);return!!t.licenseKey&&!!t.errorBeacon&&!!t.applicationID}catch(e){return!1}}function c(e){if(!e)throw new Error("All info objects require an agent identifier!");if(!a[e])throw new Error("Info for ".concat(e," was never set"));return a[e]}function u(e,t){if(!e)throw new Error("All info objects require an agent identifier!");a[e]=(0,i.a)(t,o);const r=(0,n.nY)(e);r&&(r.info=a[e])}},9417:(e,t,r)=>{"use strict";r.d(t,{D0:()=>g,gD:()=>h,xN:()=>p});var n=r(993);const i=e=>{if(!e||"string"!=typeof e)return!1;try{document.createDocumentFragment().querySelector(e)}catch{return!1}return!0};var o=r(2614),a=r(944),s=r(384),c=r(8122);const u="[data-nr-mask]",d=()=>{const e={mask_selector:"*",block_selector:"[data-nr-block]",mask_input_options:{color:!1,date:!1,"datetime-local":!1,email:!1,month:!1,number:!1,range:!1,search:!1,tel:!1,text:!1,time:!1,url:!1,week:!1,textarea:!1,select:!1,password:!0}};return{ajax:{deny_list:void 0,block_internal:!0,enabled:!0,harvestTimeSeconds:10,autoStart:!0},distributed_tracing:{enabled:void 0,exclude_newrelic_header:void 0,cors_use_newrelic_header:void 0,cors_use_tracecontext_headers:void 0,allowed_origins:void 0},feature_flags:[],generic_events:{enabled:!0,harvestTimeSeconds:30,autoStart:!0},harvest:{tooManyRequestsDelay:60},jserrors:{enabled:!0,harvestTimeSeconds:10,autoStart:!0},logging:{enabled:!0,harvestTimeSeconds:10,autoStart:!0,level:n.p_.INFO},metrics:{enabled:!0,autoStart:!0},obfuscate:void 0,page_action:{enabled:!0},page_view_event:{enabled:!0,autoStart:!0},page_view_timing:{enabled:!0,harvestTimeSeconds:30,autoStart:!0},performance:{capture_marks:!1,capture_measures:!1},privacy:{cookies_enabled:!0},proxy:{assets:void 0,beacon:void 0},session:{expiresMs:o.wk,inactiveMs:o.BB},session_replay:{autoStart:!0,enabled:!1,harvestTimeSeconds:60,preload:!1,sampling_rate:10,error_sampling_rate:100,collect_fonts:!1,inline_images:!1,fix_stylesheets:!0,mask_all_inputs:!0,get mask_text_selector(){return e.mask_selector},set mask_text_selector(t){i(t)?e.mask_selector="".concat(t,",").concat(u):""===t||null===t?e.mask_selector=u:(0,a.R)(5,t)},get block_class(){return"nr-block"},get ignore_class(){return"nr-ignore"},get mask_text_class(){return"nr-mask"},get block_selector(){return e.block_selector},set block_selector(t){i(t)?e.block_selector+=",".concat(t):""!==t&&(0,a.R)(6,t)},get mask_input_options(){return e.mask_input_options},set mask_input_options(t){t&&"object"==typeof t?e.mask_input_options={...t,password:!0}:(0,a.R)(7,t)}},session_trace:{enabled:!0,harvestTimeSeconds:10,autoStart:!0},soft_navigations:{enabled:!0,harvestTimeSeconds:10,autoStart:!0},spa:{enabled:!0,harvestTimeSeconds:10,autoStart:!0},ssl:void 0,user_actions:{enabled:!0}}},l={},f="All configuration objects require an agent identifier!";function g(e){if(!e)throw new Error(f);if(!l[e])throw new Error("Configuration for ".concat(e," was never set"));return l[e]}function p(e,t){if(!e)throw new Error(f);l[e]=(0,c.a)(t,d());const r=(0,s.nY)(e);r&&(r.init=l[e])}function h(e,t){if(!e)throw new Error(f);var r=g(e);if(r){for(var n=t.split("."),i=0;i<n.length-1;i++)if("object"!=typeof(r=r[n[i]]))return;r=r[n[n.length-1]]}return r}},3371:(e,t,r)=>{"use strict";r.d(t,{V:()=>f,f:()=>l});var n=r(8122),i=r(384),o=r(6154),a=r(9324);let s=0;const c={buildEnv:a.F3,distMethod:a.Xs,version:a.xv,originTime:o.WN},u={customTransaction:void 0,disabled:!1,isolatedBacklog:!1,loaderType:void 0,maxBytes:3e4,onerror:void 0,ptid:void 0,releaseIds:{},appMetadata:{},session:void 0,denyList:void 0,timeKeeper:void 0,obfuscator:void 0},d={};function l(e){if(!e)throw new Error("All runtime objects require an agent identifier!");if(!d[e])throw new Error("Runtime for ".concat(e," was never set"));return d[e]}function f(e,t){if(!e)throw new Error("All runtime objects require an agent identifier!");d[e]={...(0,n.a)(t,u),...c},Object.hasOwnProperty.call(d[e],"harvestCount")||Object.defineProperty(d[e],"harvestCount",{get:()=>++s});const r=(0,i.nY)(e);r&&(r.runtime=d[e])}},9324:(e,t,r)=>{"use strict";r.d(t,{F3:()=>i,Xs:()=>o,xv:()=>n});const n="1.274.0",i="PROD",o="CDN"},6154:(e,t,r)=>{"use strict";r.d(t,{OF:()=>c,RI:()=>i,WN:()=>d,bv:()=>o,gm:()=>a,mw:()=>s,sb:()=>u});var n=r(1863);const i="undefined"!=typeof window&&!!window.document,o="undefined"!=typeof WorkerGlobalScope&&("undefined"!=typeof self&&self instanceof WorkerGlobalScope&&self.navigator instanceof WorkerNavigator||"undefined"!=typeof globalThis&&globalThis instanceof WorkerGlobalScope&&globalThis.navigator instanceof WorkerNavigator),a=i?window:"undefined"!=typeof WorkerGlobalScope&&("undefined"!=typeof self&&self instanceof WorkerGlobalScope&&self||"undefined"!=typeof globalThis&&globalThis instanceof WorkerGlobalScope&&globalThis),s=Boolean("hidden"===a?.document?.visibilityState),c=/iPad|iPhone|iPod/.test(a.navigator?.userAgent),u=c&&"undefined"==typeof SharedWorker,d=((()=>{const e=a.navigator?.userAgent?.match(/Firefox[/\s](\d+\.\d+)/);Array.isArray(e)&&e.length>=2&&e[1]})(),Date.now()-(0,n.t)())},1687:(e,t,r)=>{"use strict";r.d(t,{Ak:()=>c,Ze:()=>l,x3:()=>u});var n=r(7836),i=r(3606),o=r(860),a=r(2646);const s={};function c(e,t){const r={staged:!1,priority:o.P3[t]||0};d(e),s[e].get(t)||s[e].set(t,r)}function u(e,t){e&&s[e]&&(s[e].get(t)&&s[e].delete(t),g(e,t,!1),s[e].size&&f(e))}function d(e){if(!e)throw new Error("agentIdentifier required");s[e]||(s[e]=new Map)}function l(e="",t="feature",r=!1){if(d(e),!e||!s[e].get(t)||r)return g(e,t);s[e].get(t).staged=!0,f(e)}function f(e){const t=Array.from(s[e]);t.every((([e,t])=>t.staged))&&(t.sort(((e,t)=>e[1].priority-t[1].priority)),t.forEach((([t])=>{s[e].delete(t),g(e,t)})))}function g(e,t,r=!0){const o=e?n.ee.get(e):n.ee,s=i.i.handlers;if(!o.aborted&&o.backlog&&s){if(r){const e=o.backlog[t],r=s[t];if(r){for(let t=0;e&&t<e.length;++t)p(e[t],r);Object.entries(r).forEach((([e,t])=>{Object.values(t||{}).forEach((t=>{t[0]?.on&&t[0]?.context()instanceof a.y&&t[0].on(e,t[1])}))}))}}o.isolatedBacklog||delete s[t],o.backlog[t]=null,o.emit("drain-"+t,[])}}function p(e,t){var r=e[1];Object.values(t[r]||{}).forEach((t=>{var r=e[0];if(t[0]===r){var n=t[1],i=e[3],o=e[2];n.apply(i,o)}}))}},7836:(e,t,r)=>{"use strict";r.d(t,{P:()=>c,ee:()=>u});var n=r(384),i=r(8990),o=r(3371),a=r(2646),s=r(5607);const c="nr@context:".concat(s.W),u=function e(t,r){var n={},s={},d={},l=!1;try{l=16===r.length&&(0,o.f)(r).isolatedBacklog}catch(e){}var f={on:p,addEventListener:p,removeEventListener:function(e,t){var r=n[e];if(!r)return;for(var i=0;i<r.length;i++)r[i]===t&&r.splice(i,1)},emit:function(e,r,n,i,o){!1!==o&&(o=!0);if(u.aborted&&!i)return;t&&o&&t.emit(e,r,n);for(var a=g(n),c=h(e),d=c.length,l=0;l<d;l++)c[l].apply(a,r);var p=m()[s[e]];p&&p.push([f,e,r,a]);return a},get:v,listeners:h,context:g,buffer:function(e,t){const r=m();if(t=t||"feature",f.aborted)return;Object.entries(e||{}).forEach((([e,n])=>{s[n]=t,t in r||(r[t]=[])}))},abort:function(){f._aborted=!0,Object.keys(f.backlog).forEach((e=>{delete f.backlog[e]}))},isBuffering:function(e){return!!m()[s[e]]},debugId:r,backlog:l?{}:t&&"object"==typeof t.backlog?t.backlog:{},isolatedBacklog:l};return Object.defineProperty(f,"aborted",{get:()=>{let e=f._aborted||!1;return e||(t&&(e=t.aborted),e)}}),f;function g(e){return e&&e instanceof a.y?e:e?(0,i.I)(e,c,(()=>new a.y(c))):new a.y(c)}function p(e,t){n[e]=h(e).concat(t)}function h(e){return n[e]||[]}function v(t){return d[t]=d[t]||e(f,t)}function m(){return f.backlog}}(void 0,"globalEE"),d=(0,n.Zm)();d.ee||(d.ee=u)},2646:(e,t,r)=>{"use strict";r.d(t,{y:()=>n});class n{constructor(e){this.contextId=e}}},9908:(e,t,r)=>{"use strict";r.d(t,{d:()=>n,p:()=>i});var n=r(7836).ee.get("handle");function i(e,t,r,i,o){o?(o.buffer([e],i),o.emit(e,t,r)):(n.buffer([e],i),n.emit(e,t,r))}},3606:(e,t,r)=>{"use strict";r.d(t,{i:()=>o});var n=r(9908);o.on=a;var i=o.handlers={};function o(e,t,r,o){a(o||n.d,i,e,t,r)}function a(e,t,r,i,o){o||(o="feature"),e||(e=n.d);var a=t[o]=t[o]||{};(a[r]=a[r]||[]).push([e,i])}},3878:(e,t,r)=>{"use strict";function n(e,t){return{capture:e,passive:!1,signal:t}}function i(e,t,r=!1,i){window.addEventListener(e,t,n(r,i))}function o(e,t,r=!1,i){document.addEventListener(e,t,n(r,i))}r.d(t,{DD:()=>o,jT:()=>n,sp:()=>i})},5607:(e,t,r)=>{"use strict";r.d(t,{W:()=>n});const n=(0,r(9566).bz)()},9566:(e,t,r)=>{"use strict";r.d(t,{LA:()=>s,bz:()=>a});var n=r(6154);const i="xxxxxxxx-xxxx-4xxx-yxxx-xxxxxxxxxxxx";function o(e,t){return e?15&e[t]:16*Math.random()|0}function a(){const e=n.gm?.crypto||n.gm?.msCrypto;let t,r=0;return e&&e.getRandomValues&&(t=e.getRandomValues(new Uint8Array(30))),i.split("").map((e=>"x"===e?o(t,r++).toString(16):"y"===e?(3&o()|8).toString(16):e)).join("")}function s(e){const t=n.gm?.crypto||n.gm?.msCrypto;let r,i=0;t&&t.getRandomValues&&(r=t.getRandomValues(new Uint8Array(e)));const a=[];for(var s=0;s<e;s++)a.push(o(r,i++).toString(16));return a.join("")}},2614:(e,t,r)=>{"use strict";r.d(t,{BB:()=>a,H3:()=>n,g:()=>u,iL:()=>c,tS:()=>s,uh:()=>i,wk:()=>o});const n="NRBA",i="SESSION",o=144e5,a=18e5,s={STARTED:"session-started",PAUSE:"session-pause",RESET:"session-reset",RESUME:"session-resume",UPDATE:"session-update"},c={SAME_TAB:"same-tab",CROSS_TAB:"cross-tab"},u={OFF:0,FULL:1,ERROR:2}},1863:(e,t,r)=>{"use strict";function n(){return Math.floor(performance.now())}r.d(t,{t:()=>n})},944:(e,t,r)=>{"use strict";function n(e,t){"function"==typeof console.debug&&console.debug("New Relic Warning: https://github.com/newrelic/newrelic-browser-agent/blob/main/docs/warning-codes.md#".concat(e),t)}r.d(t,{R:()=>n})},5284:(e,t,r)=>{"use strict";r.d(t,{t:()=>c,B:()=>s});var n=r(7836),i=r(6154);const o="newrelic";const a=new Set,s={};function c(e,t){const r=n.ee.get(t);s[t]??={},e&&"object"==typeof e&&(a.has(t)||(r.emit("rumresp",[e]),s[t]=e,a.add(t),function(e={}){try{i.gm.dispatchEvent(new CustomEvent(o,{detail:e}))}catch(e){}}({loaded:!0})))}},8990:(e,t,r)=>{"use strict";r.d(t,{I:()=>i});var n=Object.prototype.hasOwnProperty;function i(e,t,r){if(n.call(e,t))return e[t];var i=r();if(Object.defineProperty&&Object.keys)try{return Object.defineProperty(e,t,{value:i,writable:!0,enumerable:!1}),i}catch(e){}return e[t]=i,i}},6389:(e,t,r)=>{"use strict";function n(e,t=500,r={}){const n=r?.leading||!1;let i;return(...r)=>{n&&void 0===i&&(e.apply(this,r),i=setTimeout((()=>{i=clearTimeout(i)}),t)),n||(clearTimeout(i),i=setTimeout((()=>{e.apply(this,r)}),t))}}function i(e){let t=!1;return(...r)=>{t||(t=!0,e.apply(this,r))}}r.d(t,{J:()=>i,s:()=>n})},5289:(e,t,r)=>{"use strict";r.d(t,{GG:()=>o,sB:()=>a});var n=r(3878);function i(){return"undefined"==typeof document||"complete"===document.readyState}function o(e,t){if(i())return e();(0,n.sp)("load",e,t)}function a(e){if(i())return e();(0,n.DD)("DOMContentLoaded",e)}},384:(e,t,r)=>{"use strict";r.d(t,{NT:()=>o,US:()=>d,Zm:()=>a,bQ:()=>c,dV:()=>s,nY:()=>u,pV:()=>l});var n=r(6154),i=r(1863);const o={beacon:"bam.nr-data.net",errorBeacon:"bam.nr-data.net"};function a(){return n.gm.NREUM||(n.gm.NREUM={}),void 0===n.gm.newrelic&&(n.gm.newrelic=n.gm.NREUM),n.gm.NREUM}function s(){let e=a();return e.o||(e.o={ST:n.gm.setTimeout,SI:n.gm.setImmediate,CT:n.gm.clearTimeout,XHR:n.gm.XMLHttpRequest,REQ:n.gm.Request,EV:n.gm.Event,PR:n.gm.Promise,MO:n.gm.MutationObserver,FETCH:n.gm.fetch,WS:n.gm.WebSocket}),e}function c(e,t){let r=a();r.initializedAgents??={},t.initializedAt={ms:(0,i.t)(),date:new Date},r.initializedAgents[e]=t}function u(e){let t=a();return t.initializedAgents?.[e]}function d(e,t){a()[e]=t}function l(){return function(){let e=a();const t=e.info||{};e.info={beacon:o.beacon,errorBeacon:o.errorBeacon,...t}}(),function(){let e=a();const t=e.init||{};e.init={...t}}(),s(),function(){let e=a();const t=e.loader_config||{};e.loader_config={...t}}(),a()}},2843:(e,t,r)=>{"use strict";r.d(t,{u:()=>i});var n=r(3878);function i(e,t=!1,r,i){(0,n.DD)("visibilitychange",(function(){if(t)return void("hidden"===document.visibilityState&&e());e(document.visibilityState)}),r,i)}},3434:(e,t,r)=>{"use strict";r.d(t,{YM:()=>c});var n=r(7836),i=r(5607);const o="nr@original:".concat(i.W);var a=Object.prototype.hasOwnProperty,s=!1;function c(e,t){return e||(e=n.ee),r.inPlace=function(e,t,n,i,o){n||(n="");const a="-"===n.charAt(0);for(let s=0;s<t.length;s++){const c=t[s],u=e[c];d(u)||(e[c]=r(u,a?c+n:n,i,c,o))}},r.flag=o,r;function r(t,r,n,s,c){return d(t)?t:(r||(r=""),nrWrapper[o]=t,function(e,t,r){if(Object.defineProperty&&Object.keys)try{return Object.keys(e).forEach((function(r){Object.defineProperty(t,r,{get:function(){return e[r]},set:function(t){return e[r]=t,t}})})),t}catch(e){u([e],r)}for(var n in e)a.call(e,n)&&(t[n]=e[n])}(t,nrWrapper,e),nrWrapper);function nrWrapper(){var o,a,d,l;try{a=this,o=[...arguments],d="function"==typeof n?n(o,a):n||{}}catch(t){u([t,"",[o,a,s],d],e)}i(r+"start",[o,a,s],d,c);try{return l=t.apply(a,o)}catch(e){throw i(r+"err",[o,a,e],d,c),e}finally{i(r+"end",[o,a,l],d,c)}}}function i(r,n,i,o){if(!s||t){var a=s;s=!0;try{e.emit(r,n,i,t,o)}catch(t){u([t,r,n,i],e)}s=a}}}function u(e,t){t||(t=n.ee);try{t.emit("internal-error",e)}catch(e){}}function d(e){return!(e&&"function"==typeof e&&e.apply&&!e[o])}},993:(e,t,r)=>{"use strict";r.d(t,{ET:()=>o,p_:()=>i});var n=r(860);const i={ERROR:"ERROR",WARN:"WARN",INFO:"INFO",DEBUG:"DEBUG",TRACE:"TRACE"},o="log";n.K7.logging},3969:(e,t,r)=>{"use strict";r.d(t,{TZ:()=>n,XG:()=>s,rs:()=>i,xV:()=>a,z_:()=>o});const n=r(860).K7.metrics,i="sm",o="cm",a="storeSupportabilityMetrics",s="storeEventMetrics"},6630:(e,t,r)=>{"use strict";r.d(t,{T:()=>n});const n=r(860).K7.pageViewEvent},782:(e,t,r)=>{"use strict";r.d(t,{T:()=>n});const n=r(860).K7.pageViewTiming},6344:(e,t,r)=>{"use strict";r.d(t,{G4:()=>i});var n=r(2614);r(860).K7.sessionReplay;const i={RECORD:"recordReplay",PAUSE:"pauseReplay",REPLAY_RUNNING:"replayRunning",ERROR_DURING_REPLAY:"errorDuringReplay"};n.g.ERROR,n.g.FULL,n.g.OFF},4234:(e,t,r)=>{"use strict";r.d(t,{W:()=>o});var n=r(7836),i=r(1687);class o{constructor(e,t){this.agentIdentifier=e,this.ee=n.ee.get(e),this.featureName=t,this.blocked=!1}deregisterDrain(){(0,i.x3)(this.agentIdentifier,this.featureName)}}},7603:(e,t,r)=>{"use strict";r.d(t,{j:()=>P});var n=r(860),i=r(2555),o=r(3371),a=r(9908),s=r(7836),c=r(1687),u=r(5289),d=r(6154),l=r(944),f=r(3969),g=r(384),p=r(6344);const h=["setErrorHandler","finished","addToTrace","addRelease","addPageAction","setCurrentRouteName","setPageViewName","setCustomAttribute","interaction","noticeError","setUserId","setApplicationVersion","start",p.G4.RECORD,p.G4.PAUSE,"log","wrapLogger"],v=["setErrorHandler","finished","addToTrace","addRelease"];var m=r(1863),b=r(2614),y=r(993);var w=r(2646),A=r(3434);function R(e,t,r,n){if("object"!=typeof t||!t||"string"!=typeof r||!r||"function"!=typeof t[r])return(0,l.R)(29);const i=function(e){return(e||s.ee).get("logger")}(e),o=(0,A.YM)(i),a=new w.y(s.P);return a.level=n.level,a.customAttributes=n.customAttributes,o.inPlace(t,[r],"wrap-logger-",a),i}function E(){const e=(0,g.pV)();h.forEach((t=>{e[t]=(...r)=>function(t,...r){let n=[];return Object.values(e.initializedAgents).forEach((e=>{e&&e.api?e.exposed&&e.api[t]&&n.push(e.api[t](...r)):(0,l.R)(38,t)})),n.length>1?n:n[0]}(t,...r)}))}const x={};function _(e,t,g=!1){t||(0,c.Ak)(e,"api");const h={};var w=s.ee.get(e),A=w.get("tracer");x[e]=b.g.OFF,w.on(p.G4.REPLAY_RUNNING,(t=>{x[e]=t}));var E="api-",_=E+"ixn-";function N(t,r,n,o){const a=(0,i.Vp)(e);return null===r?delete a.jsAttributes[t]:(0,i.x1)(e,{...a,jsAttributes:{...a.jsAttributes,[t]:r}}),j(E,n,!0,o||null===r?"session":void 0)(t,r)}function T(){}h.log=function(e,{customAttributes:t={},level:r=y.p_.INFO}={}){(0,a.p)(f.xV,["API/log/called"],void 0,n.K7.metrics,w),function(e,t,r={},i=y.p_.INFO){(0,a.p)(f.xV,["API/logging/".concat(i.toLowerCase(),"/called")],void 0,n.K7.metrics,e),(0,a.p)(y.ET,[(0,m.t)(),t,r,i],void 0,n.K7.logging,e)}(w,e,t,r)},h.wrapLogger=(e,t,{customAttributes:r={},level:i=y.p_.INFO}={})=>{(0,a.p)(f.xV,["API/wrapLogger/called"],void 0,n.K7.metrics,w),R(w,e,t,{customAttributes:r,level:i})},v.forEach((e=>{h[e]=j(E,e,!0,"api")})),h.addPageAction=j(E,"addPageAction",!0,n.K7.genericEvents),h.setPageViewName=function(t,r){if("string"==typeof t)return"/"!==t.charAt(0)&&(t="/"+t),(0,o.f)(e).customTransaction=(r||"http://custom.transaction")+t,j(E,"setPageViewName",!0)()},h.setCustomAttribute=function(e,t,r=!1){if("string"==typeof e){if(["string","number","boolean"].includes(typeof t)||null===t)return N(e,t,"setCustomAttribute",r);(0,l.R)(40,typeof t)}else(0,l.R)(39,typeof e)},h.setUserId=function(e){if("string"==typeof e||null===e)return N("enduser.id",e,"setUserId",!0);(0,l.R)(41,typeof e)},h.setApplicationVersion=function(e){if("string"==typeof e||null===e)return N("application.version",e,"setApplicationVersion",!1);(0,l.R)(42,typeof e)},h.start=()=>{try{(0,a.p)(f.xV,["API/start/called"],void 0,n.K7.metrics,w),w.emit("manual-start-all")}catch(e){(0,l.R)(23,e)}},h[p.G4.RECORD]=function(){(0,a.p)(f.xV,["API/recordReplay/called"],void 0,n.K7.metrics,w),(0,a.p)(p.G4.RECORD,[],void 0,n.K7.sessionReplay,w)},h[p.G4.PAUSE]=function(){(0,a.p)(f.xV,["API/pauseReplay/called"],void 0,n.K7.metrics,w),(0,a.p)(p.G4.PAUSE,[],void 0,n.K7.sessionReplay,w)},h.interaction=function(e){return(new T).get("object"==typeof e?e:{})};const S=T.prototype={createTracer:function(e,t){var r={},i=this,o="function"==typeof t;return(0,a.p)(f.xV,["API/createTracer/called"],void 0,n.K7.metrics,w),g||(0,a.p)(_+"tracer",[(0,m.t)(),e,r],i,n.K7.spa,w),function(){if(A.emit((o?"":"no-")+"fn-start",[(0,m.t)(),i,o],r),o)try{return t.apply(this,arguments)}catch(e){const t="string"==typeof e?new Error(e):e;throw A.emit("fn-err",[arguments,this,t],r),t}finally{A.emit("fn-end",[(0,m.t)()],r)}}}};function j(e,t,r,i){return function(){return(0,a.p)(f.xV,["API/"+t+"/called"],void 0,n.K7.metrics,w),i&&(0,a.p)(e+t,[(0,m.t)(),...arguments],r?null:this,i,w),r?void 0:this}}function k(){r.e(296).then(r.bind(r,8778)).then((({setAPI:t})=>{t(e),(0,c.Ze)(e,"api")})).catch((e=>{(0,l.R)(27,e),w.abort()}))}return["actionText","setName","setAttribute","save","ignore","onEnd","getContext","end","get"].forEach((e=>{S[e]=j(_,e,void 0,g?n.K7.softNav:n.K7.spa)})),h.setCurrentRouteName=g?j(_,"routeName",void 0,n.K7.softNav):j(E,"routeName",!0,n.K7.spa),h.noticeError=function(t,r){"string"==typeof t&&(t=new Error(t)),(0,a.p)(f.xV,["API/noticeError/called"],void 0,n.K7.metrics,w),(0,a.p)("err",[t,(0,m.t)(),!1,r,!!x[e]],void 0,n.K7.jserrors,w)},d.RI?(0,u.GG)((()=>k()),!0):k(),h}var N=r(9417),T=r(8122);const S={accountID:void 0,trustKey:void 0,agentID:void 0,licenseKey:void 0,applicationID:void 0,xpid:void 0},j={};var k=r(5284);const I=e=>{const t=e.startsWith("http");e+="/",r.p=t?e:"https://"+e};let O=!1;function P(e,t={},r,n){let{init:a,info:c,loader_config:u,runtime:l={},exposed:f=!0}=t;l.loaderType=r;const p=(0,g.pV)();c||(a=p.init,c=p.info,u=p.loader_config),(0,N.xN)(e.agentIdentifier,a||{}),function(e,t){if(!e)throw new Error("All loader-config objects require an agent identifier!");j[e]=(0,T.a)(t,S);const r=(0,g.nY)(e);r&&(r.loader_config=j[e])}(e.agentIdentifier,u||{}),c.jsAttributes??={},d.bv&&(c.jsAttributes.isWorker=!0),(0,i.x1)(e.agentIdentifier,c);const h=(0,N.D0)(e.agentIdentifier),v=[c.beacon,c.errorBeacon];O||(h.proxy.assets&&(I(h.proxy.assets),v.push(h.proxy.assets)),h.proxy.beacon&&v.push(h.proxy.beacon),E(),(0,g.US)("activatedFeatures",k.B),e.runSoftNavOverSpa&&=!0===h.soft_navigations.enabled&&h.feature_flags.includes("soft_nav")),l.denyList=[...h.ajax.deny_list||[],...h.ajax.block_internal?v:[]],l.ptid=e.agentIdentifier,(0,o.V)(e.agentIdentifier,l),e.ee=s.ee.get(e.agentIdentifier),void 0===e.api&&(e.api=_(e.agentIdentifier,n,e.runSoftNavOverSpa)),void 0===e.exposed&&(e.exposed=f),O=!0}},8374:(e,t,r)=>{r.nc=(()=>{try{return document?.currentScript?.nonce}catch(e){}return""})()},860:(e,t,r)=>{"use strict";r.d(t,{$J:()=>o,K7:()=>n,P3:()=>i});const n={ajax:"ajax",genericEvents:"generic_events",jserrors:"jserrors",logging:"logging",metrics:"metrics",pageAction:"page_action",pageViewEvent:"page_view_event",pageViewTiming:"page_view_timing",sessionReplay:"session_replay",sessionTrace:"session_trace",softNav:"soft_navigations",spa:"spa"},i={[n.pageViewEvent]:1,[n.pageViewTiming]:2,[n.metrics]:3,[n.jserrors]:4,[n.spa]:5,[n.ajax]:6,[n.sessionTrace]:7,[n.softNav]:8,[n.sessionReplay]:9,[n.logging]:10,[n.genericEvents]:11},o={[n.pageViewTiming]:"events",[n.ajax]:"events",[n.spa]:"events",[n.softNav]:"events",[n.metrics]:"jserrors",[n.jserrors]:"jserrors",[n.sessionTrace]:"browser/blobs",[n.sessionReplay]:"browser/blobs",[n.logging]:"browser/logs",[n.genericEvents]:"ins"}}},n={};function i(e){var t=n[e];if(void 0!==t)return t.exports;var o=n[e]={exports:{}};return r[e](o,o.exports,i),o.exports}i.m=r,i.d=(e,t)=>{for(var r in t)i.o(t,r)&&!i.o(e,r)&&Object.defineProperty(e,r,{enumerable:!0,get:t[r]})},i.f={},i.e=e=>Promise.all(Object.keys(i.f).reduce(((t,r)=>(i.f[r](e,t),t)),[])),i.u=e=>"nr-rum-1.274.0.min.js",i.o=(e,t)=>Object.prototype.hasOwnProperty.call(e,t),e={},t="NRBA-1.274.0.PROD:",i.l=(r,n,o,a)=>{if(e[r])e[r].push(n);else{var s,c;if(void 0!==o)for(var u=document.getElementsByTagName("script"),d=0;d<u.length;d++){var l=u[d];if(l.getAttribute("src")==r||l.getAttribute("data-webpack")==t+o){s=l;break}}if(!s){c=!0;var f={296:"sha512-gkYkZDAwQ9PwaDXs2YM+rNIdRej1Ac1mupWobRJ8eahQcXz6/sunGZCKklrzi5kWxhOGRZr2tn0rEKuLTXzfAA=="};(s=document.createElement("script")).charset="utf-8",s.timeout=120,i.nc&&s.setAttribute("nonce",i.nc),s.setAttribute("data-webpack",t+o),s.src=r,0!==s.src.indexOf(window.location.origin+"/")&&(s.crossOrigin="anonymous"),f[a]&&(s.integrity=f[a])}e[r]=[n];var g=(t,n)=>{s.onerror=s.onload=null,clearTimeout(p);var i=e[r];if(delete e[r],s.parentNode&&s.parentNode.removeChild(s),i&&i.forEach((e=>e(n))),t)return t(n)},p=setTimeout(g.bind(null,void 0,{type:"timeout",target:s}),12e4);s.onerror=g.bind(null,s.onerror),s.onload=g.bind(null,s.onload),c&&document.head.appendChild(s)}},i.r=e=>{"undefined"!=typeof Symbol&&Symbol.toStringTag&&Object.defineProperty(e,Symbol.toStringTag,{value:"Module"}),Object.defineProperty(e,"__esModule",{value:!0})},i.p="https://js-agent.newrelic.com/",(()=>{var e={840:0,374:0};i.f.j=(t,r)=>{var n=i.o(e,t)?e[t]:void 0;if(0!==n)if(n)r.push(n[2]);else{var o=new Promise(((r,i)=>n=e[t]=[r,i]));r.push(n[2]=o);var a=i.p+i.u(t),s=new Error;i.l(a,(r=>{if(i.o(e,t)&&(0!==(n=e[t])&&(e[t]=void 0),n)){var o=r&&("load"===r.type?"missing":r.type),a=r&&r.target&&r.target.src;s.message="Loading chunk "+t+" failed.\n("+o+": "+a+")",s.name="ChunkLoadError",s.type=o,s.request=a,n[1](s)}}),"chunk-"+t,t)}};var t=(t,r)=>{var n,o,[a,s,c]=r,u=0;if(a.some((t=>0!==e[t]))){for(n in s)i.o(s,n)&&(i.m[n]=s[n]);if(c)c(i)}for(t&&t(r);u<a.length;u++)o=a[u],i.o(e,o)&&e[o]&&e[o][0](),e[o]=0},r=self["webpackChunk:NRBA-1.274.0.PROD"]=self["webpackChunk:NRBA-1.274.0.PROD"]||[];r.forEach(t.bind(null,0)),r.push=t.bind(null,r.push.bind(r))})(),(()=>{"use strict";i(8374);var e=i(944),t=i(6344),r=i(9566);class n{agentIdentifier;constructor(e=(0,r.LA)(16)){this.agentIdentifier=e}#e(t,...r){if("function"==typeof this.api?.[t])return this.api[t](...r);(0,e.R)(35,t)}addPageAction(e,t){return this.#e("addPageAction",e,t)}setPageViewName(e,t){return this.#e("setPageViewName",e,t)}setCustomAttribute(e,t,r){return this.#e("setCustomAttribute",e,t,r)}noticeError(e,t){return this.#e("noticeError",e,t)}setUserId(e){return this.#e("setUserId",e)}setApplicationVersion(e){return this.#e("setApplicationVersion",e)}setErrorHandler(e){return this.#e("setErrorHandler",e)}addRelease(e,t){return this.#e("addRelease",e,t)}log(e,t){return this.#e("log",e,t)}}class o extends n{#e(t,...r){if("function"==typeof this.api?.[t])return this.api[t](...r);(0,e.R)(35,t)}start(){return this.#e("start")}finished(e){return this.#e("finished",e)}recordReplay(){return this.#e(t.G4.RECORD)}pauseReplay(){return this.#e(t.G4.PAUSE)}addToTrace(e){return this.#e("addToTrace",e)}setCurrentRouteName(e){return this.#e("setCurrentRouteName",e)}interaction(){return this.#e("interaction")}wrapLogger(e,t,r){return this.#e("wrapLogger",e,t,r)}}var a=i(860),s=i(9417);const c=Object.values(a.K7);function u(e){const t={};return c.forEach((r=>{t[r]=function(e,t){return!0===(0,s.gD)(t,"".concat(e,".enabled"))}(r,e)})),t}var d=i(7603);var l=i(1687),f=i(4234),g=i(5289),p=i(6154),h=i(384);const v=e=>p.RI&&!0===(0,s.gD)(e,"privacy.cookies_enabled");function m(e){return!!(0,h.dV)().o.MO&&v(e)&&!0===(0,s.gD)(e,"session_trace.enabled")}var b=i(6389);class y extends f.W{constructor(e,t,r=!0){super(e.agentIdentifier,t),this.auto=r,this.abortHandler=void 0,this.featAggregate=void 0,this.onAggregateImported=void 0,!1===e.init[this.featureName].autoStart&&(this.auto=!1),this.auto?(0,l.Ak)(e.agentIdentifier,t):this.ee.on("manual-start-all",(0,b.J)((()=>{(0,l.Ak)(e.agentIdentifier,this.featureName),this.auto=!0,this.importAggregator(e)})))}importAggregator(t,r={}){if(this.featAggregate||!this.auto)return;let n;this.onAggregateImported=new Promise((e=>{n=e}));const o=async()=>{let o;try{if(v(this.agentIdentifier)){const{setupAgentSession:e}=await i.e(296).then(i.bind(i,3861));o=e(t)}}catch(t){(0,e.R)(20,t),this.ee.emit("internal-error",[t]),this.featureName===a.K7.sessionReplay&&this.abortHandler?.()}try{if(t.sharedAggregator)await t.sharedAggregator;else{t.sharedAggregator=i.e(296).then(i.bind(i,9337));const{EventAggregator:e}=await t.sharedAggregator;t.sharedAggregator=new e}if(!this.#t(this.featureName,o))return(0,l.Ze)(this.agentIdentifier,this.featureName),void n(!1);const{lazyFeatureLoader:e}=await i.e(296).then(i.bind(i,6103)),{Aggregate:a}=await e(this.featureName,"aggregate");this.featAggregate=new a(t,r),n(!0)}catch(t){(0,e.R)(34,t),this.abortHandler?.(),(0,l.Ze)(this.agentIdentifier,this.featureName,!0),n(!1),this.ee&&this.ee.abort()}};p.RI?(0,g.GG)((()=>o()),!0):o()}#t(e,t){switch(e){case a.K7.sessionReplay:return m(this.agentIdentifier)&&!!t;case a.K7.sessionTrace:return!!t;default:return!0}}}var w=i(6630);class A extends y{static featureName=w.T;constructor(e,t=!0){super(e,w.T,t),this.importAggregator(e)}}var R=i(9908),E=i(2843),x=i(3878),_=i(782),N=i(1863);class T extends y{static featureName=_.T;constructor(e,t=!0){super(e,_.T,t),p.RI&&((0,E.u)((()=>(0,R.p)("docHidden",[(0,N.t)()],void 0,_.T,this.ee)),!0),(0,x.sp)("pagehide",(()=>(0,R.p)("winPagehide",[(0,N.t)()],void 0,_.T,this.ee))),this.importAggregator(e))}}var S=i(3969);class j extends y{static featureName=S.TZ;constructor(e,t=!0){super(e,S.TZ,t),this.importAggregator(e)}}new class extends o{constructor(t,r){super(r),p.gm?(this.features={},(0,h.bQ)(this.agentIdentifier,this),this.desiredFeatures=new Set(t.features||[]),this.desiredFeatures.add(A),this.runSoftNavOverSpa=[...this.desiredFeatures].some((e=>e.featureName===a.K7.softNav)),(0,d.j)(this,t,t.loaderType||"agent"),this.run()):(0,e.R)(21)}get config(){return{info:this.info,init:this.init,loader_config:this.loader_config,runtime:this.runtime}}run(){try{const t=u(this.agentIdentifier),r=[...this.desiredFeatures];r.sort(((e,t)=>a.P3[e.featureName]-a.P3[t.featureName])),r.forEach((r=>{if(!t[r.featureName]&&r.featureName!==a.K7.pageViewEvent)return;if(this.runSoftNavOverSpa&&r.featureName===a.K7.spa)return;if(!this.runSoftNavOverSpa&&r.featureName===a.K7.softNav)return;const n=function(e){switch(e){case a.K7.ajax:return[a.K7.jserrors];case a.K7.sessionTrace:return[a.K7.ajax,a.K7.pageViewEvent];case a.K7.sessionReplay:return[a.K7.sessionTrace];case a.K7.pageViewTiming:return[a.K7.pageViewEvent];default:return[]}}(r.featureName).filter((e=>!(e in this.features)));n.length>0&&(0,e.R)(36,{targetFeature:r.featureName,missingDependencies:n}),this.features[r.featureName]=new r(this)}))}catch(t){(0,e.R)(22,t);for(const e in this.features)this.features[e].abortHandler?.();const r=(0,h.Zm)();delete r.initializedAgents[this.agentIdentifier]?.api,delete r.initializedAgents[this.agentIdentifier]?.features,delete this.sharedAggregator;return r.ee.get(this.agentIdentifier).abort(),!1}}}({features:[A,T,j],loaderType:"lite"})})()})();</script> <meta name="viewport" content="width=device-width, initial-scale=1" /> <link rel="preconnect" href="https://a.sfdcstatic.com">  <script src="https://a.sfdcstatic.com/digital/one-trust/core/stable/scripttemplates/otSDKStub.js" data-domain-script="8e783e8c-0ad0-475d-8fca-4a03afa0a02a"></script> <script> /* OneTrust callback */ function OptanonWrapper() { var ot_link = document.querySelector('a.optanon-toggle-display'); if (ot_link) { ot_link.addEventListener('click', event => { Optanon.ToggleInfoDisplay(); // ot_modal.style.display = "block"; }); } function getCookie(name) { var value = "; " + document.cookie; var parts = value.split("; " + name + "="); if (parts.length == 2) { return parts.pop().split(";").shift(); } } function removeElement(element) { if (!getCookie('OptanonAlertBoxClosed') && element) { element.style.display = "none"; } } // Push a oneTrust group update event to dataLayer if (window.dataLayer) { window.dataLayer.push({event: 'OneTrustGroupsUpdated'}); } //Check if user's cookies are enabled, if not remove One Trust from page var cookies = ("cookie" in document && (document.cookie.length > 0 || (document.cookie = "test").indexOf.call(document.cookie, "test") > -1)); if (!cookies) { var box = document.querySelector('#onetrust-consent-sdk'); box.remove(); return; } try { //Check if current page is Privacy page, if so do not display One Trust modal if(digitalData) { if(digitalData.page.pagename.indexOf(":company:privacy") > -1){ var el = document.querySelector("#onetrust-consent-sdk"); removeElement(el); } } /* reinitialize active groups after user updates consent */ if (SfdcWwwBase.gdpr) { SfdcWwwBase.gdpr.init(); } } catch(err) { console.error(err.message) } } </script>  <script> (function(w,d,s,l,i){w[l]=w[l]||[];w[l].push({'gtm.start': new Date().getTime(),event:'gtm.js'});var f=d.getElementsByTagName(s)[0], j=d.createElement(s),dl=l!='dataLayer'?'&l='+l:'';j.async=true;j.src= 'https://www.googletagmanager.com/gtm.js?id='+i+dl;f.parentNode.insertBefore(j,f); })(window,document,'script','dataLayer','GTM-WRXS6TH'); </script> <script>(function(html){html.className = html.className.replace(/\bno-js\b/,'js')})(document.documentElement);</script> <meta name="theme-color" content="#0D9DDA" /><link rel="preload" as="font" href="https://www.salesforce.com/blog/wp-content/client-mu-plugins/salesforce-shared/dist/fonts/salesforce-sans/SalesforceSans-Regular.woff2" type="font/woff2" crossorigin> <link rel="preload" as="font" href="https://www.salesforce.com/blog/wp-content/client-mu-plugins/salesforce-shared/dist/fonts/salesforce-sans/SalesforceSans-Bold.woff2" type="font/woff2" crossorigin> <link rel="preload" as="font" href="https://a.sfdcstatic.com/shared/fonts/avant-garde/AvantGardeForSalesforceW05-Dm.woff2" type="font/woff2" crossorigin> <meta name='robots' content='index, follow, max-image-preview:large, max-snippet:-1, max-video-preview:-1' />  <title>10 Effective Sales Coaching Tips That Work | Salesforce</title> <meta name="description" content="For results-driven sales coaching, use these 10 tips for managers. Build strong teams, keep them engaged, and help them sell with confidence." /> <link rel="canonical" href="https://www.salesforce.com/blog/effectively-coach-sales-team-blog/" /> <meta property="og:locale" content="en_US" /> <meta property="og:type" content="article" /> <meta property="og:title" content="Sales Coaching: 10 Straightforward Tips That Work" /> <meta property="og:description" content="For results-driven sales coaching, use these 10 tips for managers. Build strong teams, keep them engaged, and help them sell with confidence." /> <meta property="og:url" content="https://www.salesforce.com/blog/effectively-coach-sales-team-blog/" /> <meta property="og:site_name" content="Salesforce" /> <meta property="article:publisher" content="https://www.facebook.com/salesforce" /> <meta property="article:published_time" content="2024-06-06T17:24:54+00:00" /> <meta property="article:modified_time" content="2024-06-06T17:59:51+00:00" /> <meta property="og:image" content="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg" /> <meta property="og:image:width" content="2880" /> <meta property="og:image:height" content="1620" /> <meta property="og:image:type" content="image/jpeg" /> <meta name="author" content="Marcus Chan" /> <meta name="twitter:card" content="summary_large_image" /> <meta name="twitter:creator" content="@salesforce" /> <meta name="twitter:site" content="@salesforce" /> <meta name="twitter:label1" content="Written by" /> <meta name="twitter:data1" content="Marcus Chan" /> <meta name="twitter:label2" content="Est. reading time" /> <meta name="twitter:data2" content="1 minute" /> <script type="application/ld+json" class="yoast-schema-graph">{"@context":"https://schema.org","@graph":[{"@type":"Article","@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/#article","isPartOf":{"@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/"},"author":[{"@id":"https://www.salesforce.com/blog/#/schema/person/image/0e80c4439b2d2ca5f019fd16ae7e6d10"}],"headline":"Sales Coaching: 10 Straightforward Tips That Work","datePublished":"2024-06-06T17:24:54+00:00","dateModified":"2024-06-06T17:59:51+00:00","mainEntityOfPage":{"@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/"},"wordCount":"3617","commentCount":"0","publisher":{"@id":"https://www.salesforce.com/blog/#organization"},"image":{"@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/#primaryimage"},"thumbnailUrl":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg","inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https://www.salesforce.com/blog/effectively-coach-sales-team-blog/#respond"]}]},{"@type":"WebPage","@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/","url":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/","name":"10 Effective Sales Coaching Tips That Work | Salesforce","isPartOf":{"@id":"https://www.salesforce.com/blog/#website"},"primaryImageOfPage":{"@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/#primaryimage"},"image":{"@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/#primaryimage"},"thumbnailUrl":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg","datePublished":"2024-06-06T17:24:54+00:00","dateModified":"2024-06-06T17:59:51+00:00","description":"For results-driven sales coaching, use these 10 tips for managers. Build strong teams, keep them engaged, and help them sell with confidence.","inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https://www.salesforce.com/blog/effectively-coach-sales-team-blog/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https://www.salesforce.com/blog/effectively-coach-sales-team-blog/#primaryimage","url":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg","contentUrl":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg","width":"2880","height":"1620","caption":"Investing in your team's skills and knowledge is a sign of good sales leadership. [Adobe / Skyword]"},{"@type":"WebSite","@id":"https://www.salesforce.com/blog/#website","url":"https://www.salesforce.com/blog/","name":"Salesforce","description":"Learn how to get ahead of trends and supercharge professional relationships","publisher":{"@id":"https://www.salesforce.com/blog/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https://www.salesforce.com/blog/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https://www.salesforce.com/blog/#organization","name":"Salesforce","url":"https://www.salesforce.com/blog/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https://www.salesforce.com/blog/#/schema/logo/image/","url":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2020/09/default.jpg","contentUrl":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2020/09/default.jpg","width":"1200","height":"630","caption":"Salesforce"},"image":{"@id":"https://www.salesforce.com/blog/#/schema/logo/image/"},"sameAs":["https://www.facebook.com/salesforce","https://x.com/salesforce","https://instagram.com/salesforce","http://www.linkedin.com/company/salesforce","http://www.youtube.com/Salesforce"]},{"@type":"Person","@id":"https://www.salesforce.com/blog/#/schema/person/image/0e80c4439b2d2ca5f019fd16ae7e6d10","name":"Marcus Chan","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https://www.salesforce.com/blog/#/schema/person/image/59846227b0689cd434665f8861d24ee9","url":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2021/03/top-sales-influencers-marcus-chan.jpg?w=125&h=96&crop=1","contentUrl":"https://www.salesforce.com/blog/wp-content/uploads/sites/2/2021/03/top-sales-influencers-marcus-chan.jpg?w=125&h=96&crop=1","width":125,"height":96,"caption":"Marcus Chan"},"description":"Marcus Chan is the Founder of Venli Consulting Group. He helps account executives sell and earn $100,000+ each year through his coaching and training programs. Marcus is an official member on the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He is a 3X Salesforce Top Sales Influencer and Wall Street Journal Best Selling author of Six-Figure Sales Secrets.","url":"https://www.salesforce.com/blog/author/marcus-chan/"}]}</script>  <link rel='dns-prefetch' href='//www.salesforce.com' /> <link rel='dns-prefetch' href='//a.sfdcstatic.com' /> <link rel='dns-prefetch' href='//public.tableau.com' /> <link rel='dns-prefetch' href='//cdn.optimizely.com' /> <link rel='dns-prefetch' href='//stats.wp.com' /> <link rel="alternate" type="application/rss+xml" title="Salesforce » Feed" href="https://www.salesforce.com/blog/feed/" /> <link rel='stylesheet' id='wp-block-library-css' href='https://www.salesforce.com/blog/wp-includes/css/dist/block-library/style.min.css?ver=6.6.2' media='all' /> <style id='co-authors-plus-coauthors-style-inline-css'> .wp-block-co-authors-plus-coauthors.is-layout-flow [class*=wp-block-co-authors-plus]{display:inline} </style> <style id='co-authors-plus-avatar-style-inline-css'> .wp-block-co-authors-plus-avatar :where(img){height:auto;max-width:100%;vertical-align:bottom}.wp-block-co-authors-plus-coauthors.is-layout-flow .wp-block-co-authors-plus-avatar :where(img){vertical-align:middle}.wp-block-co-authors-plus-avatar:is(.alignleft,.alignright){display:table}.wp-block-co-authors-plus-avatar.aligncenter{display:table;margin-inline:auto} </style> <style id='co-authors-plus-image-style-inline-css'> .wp-block-co-authors-plus-image{margin-bottom:0}.wp-block-co-authors-plus-image :where(img){height:auto;max-width:100%;vertical-align:bottom}.wp-block-co-authors-plus-coauthors.is-layout-flow .wp-block-co-authors-plus-image :where(img){vertical-align:middle}.wp-block-co-authors-plus-image:is(.alignfull,.alignwide) :where(img){width:100%}.wp-block-co-authors-plus-image:is(.alignleft,.alignright){display:table}.wp-block-co-authors-plus-image.aligncenter{display:table;margin-inline:auto} </style> <style id='safe-svg-svg-icon-style-inline-css'> .safe-svg-cover{text-align:center}.safe-svg-cover .safe-svg-inside{display:inline-block;max-width:100%}.safe-svg-cover svg{height:100%;max-height:100%;max-width:100%;width:100%} </style> <style id='createwithrani-superlist-block-style-inline-css'> .wp-block-createwithrani-superlist-block{--listItemWidth:var( --wp--custom--superlist-block--list-settings--width,250px );--textColor:var(--wp--custom--superlist-block--color--text,inherit);--linkColor:var(--wp--custom--superlist-block--color--link,inherit);--backgroundColor:var( --wp--custom--superlist-block--color--background,inherit );--fontSize:var( --wp--custom--superlist-block--typography--font-size,inherit );--fontFamily:var( --wp--custom--superlist-block--typography--font-family,inherit );--lineHeight:var( --wp--custom--superlist-block--typography--line-height,inherit );--textTransform:var( --wp--custom--superlist-block--typography--text-transform,inherit );--fontWeight:var( --wp--custom--superlist-block--typography--font-weight,inherit );--margin:var(--wp--custom--superlist-block--spacing--margin,inherit);--padding:var(--wp--custom--superlist-block--spacing--padding,inherit);background-color:var(--backgroundColor);color:var(--textColor);font-family:var(--fontFamily);font-size:var(--fontSize);font-weight:var(--fontWeight);line-height:var(--lineHeight);margin:var(--margin);padding:var(--padding);text-transform:var(--textTransform)}.wp-block-createwithrani-superlist-block a{color:var(--linkColor)}.wp-block-createwithrani-superlist-block.horizontal{-ms-grid-rows:auto;display:-ms-grid;display:grid;gap:2rem;grid-template-columns:repeat(auto-fill,minmax(var(--listItemWidth),1fr));grid-template-rows:auto}.wp-block-createwithrani-superlist-block.none{list-style:none}.wp-block-createwithrani-superlist-block.none li{margin-bottom:0;margin-top:0}.wp-block-createwithrani-superlist-block.is-vertically-aligned-center{align-items:center}.wp-block-createwithrani-superlist-block.is-vertically-aligned-top{align-items:flex-start}.wp-block-createwithrani-superlist-block.is-vertically-aligned-bottom{align-items:flex-end}:not(li)>ul.wp-block-createwithrani-superlist-block{-webkit-padding-start:0;-webkit-margin-start:0;margin-inline-start:0;padding-inline-start:0}:not(li)>ul.wp-block-createwithrani-superlist-block li,ul.wp-block-createwithrani-superlist-block li{flex:1} </style> <style id='createwithrani-superlist-item-style-inline-css'> .wp-block-createwithrani-superlist-item{--textColor:var(--wp--custom--superlist-item--color--text,inherit);--linkColor:var(--wp--custom--superlist-item--color--link,inherit);--backgroundColor:var( --wp--custom--superlist-item--color--background-color,inherit );--fontSize:var(--wp--custom--superlist-item--typography--font-size,inherit);--fontFamily:var( --wp--custom--superlist-item--typography--font-family,inherit );--lineHeight:var( --wp--custom--superlist-item--typography--line-height,inherit );--textTransform:var( --wp--custom--superlist-item--typography--text-transform,inherit );--fontWeight:var( --wp--custom--superlist-item--typography--font-weight,inherit );--margin:var(--wp--custom--superlist-item--spacing--margin,inherit);--padding:var(--wp--custom--superlist-item--spacing--padding,inherit);background-color:var(--backgroundColor);color:var(--textColor);font-family:var(--fontFamily);font-size:var(--fontSize);font-weight:var(--fontWeight);line-height:var(--lineHeight);margin:var(--margin);padding:var(--padding);text-transform:var(--textTransform)}.wp-block-createwithrani-superlist-item a{color:var(--linkColor)} </style> <link rel='stylesheet' id='mediaelement-css' href='https://www.salesforce.com/blog/wp-includes/js/mediaelement/mediaelementplayer-legacy.min.css?ver=4.2.17' media='all' /> <link rel='stylesheet' id='wp-mediaelement-css' href='https://www.salesforce.com/blog/wp-includes/js/mediaelement/wp-mediaelement.min.css?ver=6.6.2' media='all' /> <style id='jetpack-sharing-buttons-style-inline-css'> .jetpack-sharing-buttons__services-list{display:flex;flex-direction:row;flex-wrap:wrap;gap:0;list-style-type:none;margin:5px;padding:0}.jetpack-sharing-buttons__services-list.has-small-icon-size{font-size:12px}.jetpack-sharing-buttons__services-list.has-normal-icon-size{font-size:16px}.jetpack-sharing-buttons__services-list.has-large-icon-size{font-size:24px}.jetpack-sharing-buttons__services-list.has-huge-icon-size{font-size:36px}@media print{.jetpack-sharing-buttons__services-list{display:none!important}}.editor-styles-wrapper .wp-block-jetpack-sharing-buttons{gap:0;padding-inline-start:0}ul.jetpack-sharing-buttons__services-list.has-background{padding:1.25em 2.375em} </style> <style id='global-styles-inline-css'> :root{--wp--preset--aspect-ratio--square: 1;--wp--preset--aspect-ratio--4-3: 4/3;--wp--preset--aspect-ratio--3-4: 3/4;--wp--preset--aspect-ratio--3-2: 3/2;--wp--preset--aspect-ratio--2-3: 2/3;--wp--preset--aspect-ratio--16-9: 16/9;--wp--preset--aspect-ratio--9-16: 9/16;--wp--preset--color--black: #000000;--wp--preset--color--cyan-bluish-gray: #abb8c3;--wp--preset--color--white: #ffffff;--wp--preset--color--pale-pink: #f78da7;--wp--preset--color--vivid-red: #cf2e2e;--wp--preset--color--luminous-vivid-orange: #ff6900;--wp--preset--color--luminous-vivid-amber: #fcb900;--wp--preset--color--light-green-cyan: #7bdcb5;--wp--preset--color--vivid-green-cyan: #00d084;--wp--preset--color--pale-cyan-blue: #8ed1fc;--wp--preset--color--vivid-cyan-blue: #0693e3;--wp--preset--color--vivid-purple: #9b51e0;--wp--preset--color--salesforce-blue: #00a1e0;--wp--preset--color--hot-orange-50: #d83a00;--wp--preset--color--orange-50: #a96404;--wp--preset--color--yellow-95: #fef3d9;--wp--preset--color--yellow-50: #a86403;--wp--preset--color--yellow-20: #4f2100;--wp--preset--color--green-95: #ebf7e6;--wp--preset--color--green-50: #2e844a;--wp--preset--color--green-20: #0e3522;--wp--preset--color--teal-50: #0b827c;--wp--preset--color--blue-50: #0176d3;--wp--preset--color--blue-20: #032d60;--wp--preset--color--indigo-50: #5867e8;--wp--preset--color--purple-50: #9050e9;--wp--preset--color--violet-50: #ba01ef;--wp--preset--color--pink-50: #e3066a;--wp--preset--color--red-95: #fef1ee;--wp--preset--color--red-50: #ea001e;--wp--preset--color--red-20: #640103;--wp--preset--color--gray-95: #f3f3f3;--wp--preset--color--gray-90: #e5e5e5;--wp--preset--color--gray-80: #c9c9c9;--wp--preset--color--gray-50: #747474;--wp--preset--color--gray-10: #181818;--wp--preset--gradient--vivid-cyan-blue-to-vivid-purple: linear-gradient(135deg,rgba(6,147,227,1) 0%,rgb(155,81,224) 100%);--wp--preset--gradient--light-green-cyan-to-vivid-green-cyan: linear-gradient(135deg,rgb(122,220,180) 0%,rgb(0,208,130) 100%);--wp--preset--gradient--luminous-vivid-amber-to-luminous-vivid-orange: linear-gradient(135deg,rgba(252,185,0,1) 0%,rgba(255,105,0,1) 100%);--wp--preset--gradient--luminous-vivid-orange-to-vivid-red: linear-gradient(135deg,rgba(255,105,0,1) 0%,rgb(207,46,46) 100%);--wp--preset--gradient--very-light-gray-to-cyan-bluish-gray: linear-gradient(135deg,rgb(238,238,238) 0%,rgb(169,184,195) 100%);--wp--preset--gradient--cool-to-warm-spectrum: linear-gradient(135deg,rgb(74,234,220) 0%,rgb(151,120,209) 20%,rgb(207,42,186) 40%,rgb(238,44,130) 60%,rgb(251,105,98) 80%,rgb(254,248,76) 100%);--wp--preset--gradient--blush-light-purple: linear-gradient(135deg,rgb(255,206,236) 0%,rgb(152,150,240) 100%);--wp--preset--gradient--blush-bordeaux: linear-gradient(135deg,rgb(254,205,165) 0%,rgb(254,45,45) 50%,rgb(107,0,62) 100%);--wp--preset--gradient--luminous-dusk: linear-gradient(135deg,rgb(255,203,112) 0%,rgb(199,81,192) 50%,rgb(65,88,208) 100%);--wp--preset--gradient--pale-ocean: linear-gradient(135deg,rgb(255,245,203) 0%,rgb(182,227,212) 50%,rgb(51,167,181) 100%);--wp--preset--gradient--electric-grass: linear-gradient(135deg,rgb(202,248,128) 0%,rgb(113,206,126) 100%);--wp--preset--gradient--midnight: linear-gradient(135deg,rgb(2,3,129) 0%,rgb(40,116,252) 100%);--wp--preset--gradient--toc-1: radial-gradient(560px 560px at 90% center, #D7BFF2 40%, transparent), radial-gradient(ellipse at 10% center, #CFE9FE 40%, #fff 60%, transparent);--wp--preset--gradient--toc-2: radial-gradient(550px 550px at 25% center, #D7BFF2 30%, transparent), radial-gradient(ellipse at 90% center, #CFE9FE 40%, #fff 60%, transparent);--wp--preset--gradient--toc-3: radial-gradient(450px 450px at 75% center, #D7BFF2 40%, transparent), radial-gradient(ellipse at 10% center, #CFE9FE 40%, #fff 90%, transparent);--wp--preset--gradient--cl-1: radial-gradient(450px 450px at 80% center, #D7BFF2 40%, transparent), radial-gradient(ellipse at 10% center, #CFE9FE 40%, #fff 90%, transparent);--wp--preset--gradient--cl-2: radial-gradient(600px 600px at 30% 50%, #D7BFF2 40%, transparent), radial-gradient(ellipse at 90% center, #CFE9FE 40%, #fff 70%, transparent);--wp--preset--gradient--cl-3: radial-gradient(450px 450px at 80% center, #D7BFF2 50%, transparent), radial-gradient(ellipse at 20% 60%, #CFE9FE 40%, #fff 90%, transparent);--wp--preset--font-size--small: 13px;--wp--preset--font-size--medium: 20px;--wp--preset--font-size--large: 36px;--wp--preset--font-size--x-large: 42px;--wp--preset--spacing--20: 0.44rem;--wp--preset--spacing--30: 0.67rem;--wp--preset--spacing--40: 1rem;--wp--preset--spacing--50: 1.5rem;--wp--preset--spacing--60: 2.25rem;--wp--preset--spacing--70: 3.38rem;--wp--preset--spacing--80: 5.06rem;--wp--preset--shadow--natural: 6px 6px 9px rgba(0, 0, 0, 0.2);--wp--preset--shadow--deep: 12px 12px 50px rgba(0, 0, 0, 0.4);--wp--preset--shadow--sharp: 6px 6px 0px rgba(0, 0, 0, 0.2);--wp--preset--shadow--outlined: 6px 6px 0px -3px rgba(255, 255, 255, 1), 6px 6px rgba(0, 0, 0, 1);--wp--preset--shadow--crisp: 6px 6px 0px rgba(0, 0, 0, 1);}:where(body) { margin: 0; }.wp-site-blocks > .alignleft { float: left; margin-right: 2em; }.wp-site-blocks > .alignright { float: right; margin-left: 2em; }.wp-site-blocks > .aligncenter { justify-content: center; margin-left: auto; margin-right: auto; }:where(.is-layout-flex){gap: 0.5em;}:where(.is-layout-grid){gap: 0.5em;}.is-layout-flow > .alignleft{float: left;margin-inline-start: 0;margin-inline-end: 2em;}.is-layout-flow > .alignright{float: right;margin-inline-start: 2em;margin-inline-end: 0;}.is-layout-flow > .aligncenter{margin-left: auto !important;margin-right: auto !important;}.is-layout-constrained > .alignleft{float: left;margin-inline-start: 0;margin-inline-end: 2em;}.is-layout-constrained > .alignright{float: right;margin-inline-start: 2em;margin-inline-end: 0;}.is-layout-constrained > .aligncenter{margin-left: auto !important;margin-right: auto !important;}.is-layout-constrained > :where(:not(.alignleft):not(.alignright):not(.alignfull)){margin-left: auto !important;margin-right: auto !important;}body .is-layout-flex{display: flex;}.is-layout-flex{flex-wrap: wrap;align-items: center;}.is-layout-flex > :is(*, div){margin: 0;}body .is-layout-grid{display: grid;}.is-layout-grid > :is(*, div){margin: 0;}body{padding-top: 0px;padding-right: 0px;padding-bottom: 0px;padding-left: 0px;}a:where(:not(.wp-element-button)){color: var(--c-text-primary);text-decoration: underline;}:root :where(.wp-element-button, .wp-block-button__link){background-color: #32373c;border-radius: var(--border-radius);border-width: 0;color: var(--wp--preset--color--white);font-family: var(--f-primary);font-size: var(--fs-base);line-height: 1.33;padding-top: var(--btn-vertical-spacing);padding-right: var(--btn-horizontal-spacing);padding-bottom: var(--btn-vertical-spacing);padding-left: var(--btn-horizontal-spacing);text-decoration: none;}:root :where(.wp-element-caption, .wp-block-audio figcaption, .wp-block-embed figcaption, .wp-block-gallery figcaption, .wp-block-image figcaption, .wp-block-table figcaption, .wp-block-video figcaption){color: var(--c-text-body-secondary);font-size: var(--fs-12);letter-spacing: 0.002em;line-height: 1.42;}.has-black-color{color: var(--wp--preset--color--black) !important;}.has-cyan-bluish-gray-color{color: var(--wp--preset--color--cyan-bluish-gray) !important;}.has-white-color{color: var(--wp--preset--color--white) !important;}.has-pale-pink-color{color: var(--wp--preset--color--pale-pink) !important;}.has-vivid-red-color{color: var(--wp--preset--color--vivid-red) !important;}.has-luminous-vivid-orange-color{color: var(--wp--preset--color--luminous-vivid-orange) !important;}.has-luminous-vivid-amber-color{color: var(--wp--preset--color--luminous-vivid-amber) !important;}.has-light-green-cyan-color{color: var(--wp--preset--color--light-green-cyan) !important;}.has-vivid-green-cyan-color{color: var(--wp--preset--color--vivid-green-cyan) !important;}.has-pale-cyan-blue-color{color: var(--wp--preset--color--pale-cyan-blue) !important;}.has-vivid-cyan-blue-color{color: var(--wp--preset--color--vivid-cyan-blue) !important;}.has-vivid-purple-color{color: var(--wp--preset--color--vivid-purple) !important;}.has-salesforce-blue-color{color: var(--wp--preset--color--salesforce-blue) !important;}.has-hot-orange-50-color{color: var(--wp--preset--color--hot-orange-50) !important;}.has-orange-50-color{color: var(--wp--preset--color--orange-50) !important;}.has-yellow-95-color{color: var(--wp--preset--color--yellow-95) !important;}.has-yellow-50-color{color: var(--wp--preset--color--yellow-50) !important;}.has-yellow-20-color{color: var(--wp--preset--color--yellow-20) !important;}.has-green-95-color{color: var(--wp--preset--color--green-95) !important;}.has-green-50-color{color: var(--wp--preset--color--green-50) !important;}.has-green-20-color{color: var(--wp--preset--color--green-20) !important;}.has-teal-50-color{color: var(--wp--preset--color--teal-50) !important;}.has-blue-50-color{color: var(--wp--preset--color--blue-50) !important;}.has-blue-20-color{color: var(--wp--preset--color--blue-20) !important;}.has-indigo-50-color{color: var(--wp--preset--color--indigo-50) !important;}.has-purple-50-color{color: var(--wp--preset--color--purple-50) !important;}.has-violet-50-color{color: var(--wp--preset--color--violet-50) !important;}.has-pink-50-color{color: var(--wp--preset--color--pink-50) !important;}.has-red-95-color{color: var(--wp--preset--color--red-95) !important;}.has-red-50-color{color: var(--wp--preset--color--red-50) !important;}.has-red-20-color{color: var(--wp--preset--color--red-20) !important;}.has-gray-95-color{color: var(--wp--preset--color--gray-95) !important;}.has-gray-90-color{color: var(--wp--preset--color--gray-90) !important;}.has-gray-80-color{color: var(--wp--preset--color--gray-80) !important;}.has-gray-50-color{color: var(--wp--preset--color--gray-50) !important;}.has-gray-10-color{color: var(--wp--preset--color--gray-10) !important;}.has-black-background-color{background-color: var(--wp--preset--color--black) !important;}.has-cyan-bluish-gray-background-color{background-color: var(--wp--preset--color--cyan-bluish-gray) !important;}.has-white-background-color{background-color: var(--wp--preset--color--white) !important;}.has-pale-pink-background-color{background-color: var(--wp--preset--color--pale-pink) !important;}.has-vivid-red-background-color{background-color: var(--wp--preset--color--vivid-red) !important;}.has-luminous-vivid-orange-background-color{background-color: var(--wp--preset--color--luminous-vivid-orange) !important;}.has-luminous-vivid-amber-background-color{background-color: var(--wp--preset--color--luminous-vivid-amber) !important;}.has-light-green-cyan-background-color{background-color: var(--wp--preset--color--light-green-cyan) !important;}.has-vivid-green-cyan-background-color{background-color: var(--wp--preset--color--vivid-green-cyan) !important;}.has-pale-cyan-blue-background-color{background-color: var(--wp--preset--color--pale-cyan-blue) !important;}.has-vivid-cyan-blue-background-color{background-color: var(--wp--preset--color--vivid-cyan-blue) !important;}.has-vivid-purple-background-color{background-color: var(--wp--preset--color--vivid-purple) !important;}.has-salesforce-blue-background-color{background-color: var(--wp--preset--color--salesforce-blue) !important;}.has-hot-orange-50-background-color{background-color: var(--wp--preset--color--hot-orange-50) !important;}.has-orange-50-background-color{background-color: var(--wp--preset--color--orange-50) !important;}.has-yellow-95-background-color{background-color: var(--wp--preset--color--yellow-95) !important;}.has-yellow-50-background-color{background-color: var(--wp--preset--color--yellow-50) !important;}.has-yellow-20-background-color{background-color: var(--wp--preset--color--yellow-20) !important;}.has-green-95-background-color{background-color: var(--wp--preset--color--green-95) !important;}.has-green-50-background-color{background-color: var(--wp--preset--color--green-50) !important;}.has-green-20-background-color{background-color: var(--wp--preset--color--green-20) !important;}.has-teal-50-background-color{background-color: var(--wp--preset--color--teal-50) !important;}.has-blue-50-background-color{background-color: var(--wp--preset--color--blue-50) !important;}.has-blue-20-background-color{background-color: var(--wp--preset--color--blue-20) !important;}.has-indigo-50-background-color{background-color: var(--wp--preset--color--indigo-50) !important;}.has-purple-50-background-color{background-color: var(--wp--preset--color--purple-50) !important;}.has-violet-50-background-color{background-color: var(--wp--preset--color--violet-50) !important;}.has-pink-50-background-color{background-color: var(--wp--preset--color--pink-50) !important;}.has-red-95-background-color{background-color: var(--wp--preset--color--red-95) !important;}.has-red-50-background-color{background-color: var(--wp--preset--color--red-50) !important;}.has-red-20-background-color{background-color: var(--wp--preset--color--red-20) !important;}.has-gray-95-background-color{background-color: var(--wp--preset--color--gray-95) !important;}.has-gray-90-background-color{background-color: var(--wp--preset--color--gray-90) !important;}.has-gray-80-background-color{background-color: var(--wp--preset--color--gray-80) !important;}.has-gray-50-background-color{background-color: var(--wp--preset--color--gray-50) !important;}.has-gray-10-background-color{background-color: var(--wp--preset--color--gray-10) !important;}.has-black-border-color{border-color: var(--wp--preset--color--black) !important;}.has-cyan-bluish-gray-border-color{border-color: var(--wp--preset--color--cyan-bluish-gray) !important;}.has-white-border-color{border-color: var(--wp--preset--color--white) !important;}.has-pale-pink-border-color{border-color: var(--wp--preset--color--pale-pink) !important;}.has-vivid-red-border-color{border-color: var(--wp--preset--color--vivid-red) !important;}.has-luminous-vivid-orange-border-color{border-color: var(--wp--preset--color--luminous-vivid-orange) !important;}.has-luminous-vivid-amber-border-color{border-color: var(--wp--preset--color--luminous-vivid-amber) !important;}.has-light-green-cyan-border-color{border-color: var(--wp--preset--color--light-green-cyan) !important;}.has-vivid-green-cyan-border-color{border-color: var(--wp--preset--color--vivid-green-cyan) !important;}.has-pale-cyan-blue-border-color{border-color: var(--wp--preset--color--pale-cyan-blue) !important;}.has-vivid-cyan-blue-border-color{border-color: var(--wp--preset--color--vivid-cyan-blue) !important;}.has-vivid-purple-border-color{border-color: var(--wp--preset--color--vivid-purple) !important;}.has-salesforce-blue-border-color{border-color: var(--wp--preset--color--salesforce-blue) !important;}.has-hot-orange-50-border-color{border-color: var(--wp--preset--color--hot-orange-50) !important;}.has-orange-50-border-color{border-color: var(--wp--preset--color--orange-50) !important;}.has-yellow-95-border-color{border-color: var(--wp--preset--color--yellow-95) !important;}.has-yellow-50-border-color{border-color: var(--wp--preset--color--yellow-50) !important;}.has-yellow-20-border-color{border-color: var(--wp--preset--color--yellow-20) !important;}.has-green-95-border-color{border-color: var(--wp--preset--color--green-95) !important;}.has-green-50-border-color{border-color: var(--wp--preset--color--green-50) !important;}.has-green-20-border-color{border-color: var(--wp--preset--color--green-20) !important;}.has-teal-50-border-color{border-color: var(--wp--preset--color--teal-50) !important;}.has-blue-50-border-color{border-color: var(--wp--preset--color--blue-50) !important;}.has-blue-20-border-color{border-color: var(--wp--preset--color--blue-20) !important;}.has-indigo-50-border-color{border-color: var(--wp--preset--color--indigo-50) !important;}.has-purple-50-border-color{border-color: var(--wp--preset--color--purple-50) !important;}.has-violet-50-border-color{border-color: var(--wp--preset--color--violet-50) !important;}.has-pink-50-border-color{border-color: var(--wp--preset--color--pink-50) !important;}.has-red-95-border-color{border-color: var(--wp--preset--color--red-95) !important;}.has-red-50-border-color{border-color: var(--wp--preset--color--red-50) !important;}.has-red-20-border-color{border-color: var(--wp--preset--color--red-20) !important;}.has-gray-95-border-color{border-color: var(--wp--preset--color--gray-95) !important;}.has-gray-90-border-color{border-color: var(--wp--preset--color--gray-90) !important;}.has-gray-80-border-color{border-color: var(--wp--preset--color--gray-80) !important;}.has-gray-50-border-color{border-color: var(--wp--preset--color--gray-50) !important;}.has-gray-10-border-color{border-color: var(--wp--preset--color--gray-10) !important;}.has-vivid-cyan-blue-to-vivid-purple-gradient-background{background: var(--wp--preset--gradient--vivid-cyan-blue-to-vivid-purple) !important;}.has-light-green-cyan-to-vivid-green-cyan-gradient-background{background: var(--wp--preset--gradient--light-green-cyan-to-vivid-green-cyan) !important;}.has-luminous-vivid-amber-to-luminous-vivid-orange-gradient-background{background: var(--wp--preset--gradient--luminous-vivid-amber-to-luminous-vivid-orange) !important;}.has-luminous-vivid-orange-to-vivid-red-gradient-background{background: var(--wp--preset--gradient--luminous-vivid-orange-to-vivid-red) !important;}.has-very-light-gray-to-cyan-bluish-gray-gradient-background{background: var(--wp--preset--gradient--very-light-gray-to-cyan-bluish-gray) !important;}.has-cool-to-warm-spectrum-gradient-background{background: var(--wp--preset--gradient--cool-to-warm-spectrum) !important;}.has-blush-light-purple-gradient-background{background: var(--wp--preset--gradient--blush-light-purple) !important;}.has-blush-bordeaux-gradient-background{background: var(--wp--preset--gradient--blush-bordeaux) !important;}.has-luminous-dusk-gradient-background{background: var(--wp--preset--gradient--luminous-dusk) !important;}.has-pale-ocean-gradient-background{background: var(--wp--preset--gradient--pale-ocean) !important;}.has-electric-grass-gradient-background{background: var(--wp--preset--gradient--electric-grass) !important;}.has-midnight-gradient-background{background: var(--wp--preset--gradient--midnight) !important;}.has-toc-1-gradient-background{background: var(--wp--preset--gradient--toc-1) !important;}.has-toc-2-gradient-background{background: var(--wp--preset--gradient--toc-2) !important;}.has-toc-3-gradient-background{background: var(--wp--preset--gradient--toc-3) !important;}.has-cl-1-gradient-background{background: var(--wp--preset--gradient--cl-1) !important;}.has-cl-2-gradient-background{background: var(--wp--preset--gradient--cl-2) !important;}.has-cl-3-gradient-background{background: var(--wp--preset--gradient--cl-3) !important;}.has-small-font-size{font-size: var(--wp--preset--font-size--small) !important;}.has-medium-font-size{font-size: var(--wp--preset--font-size--medium) !important;}.has-large-font-size{font-size: var(--wp--preset--font-size--large) !important;}.has-x-large-font-size{font-size: var(--wp--preset--font-size--x-large) !important;} :where(.wp-block-post-template.is-layout-flex){gap: 1.25em;}:where(.wp-block-post-template.is-layout-grid){gap: 1.25em;} :where(.wp-block-columns.is-layout-flex){gap: 2em;}:where(.wp-block-columns.is-layout-grid){gap: 2em;} :root :where(.wp-block-pullquote){font-size: 1.5em;line-height: 1.6;} </style> <link rel='stylesheet' id='frontend-css' href='https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/css/frontend.css?ver=5eb3cfcc629e2d93f23c' media='all' /> <script src="https://www.salesforce.com/blog/wp-includes/js/dist/hooks.min.js?ver=2810c76e705dd1a53b18" id="wp-hooks-js"></script> <script src="https://www.salesforce.com/blog/wp-includes/js/dist/i18n.min.js?ver=5e580eb46a90c2b997e6" id="wp-i18n-js"></script> <script id="wp-i18n-js-after"> wp.i18n.setLocaleData( { 'text direction\u0004ltr': [ 'ltr' ] } ); </script> <script src="https://www.salesforce.com/blog/wp-content/client-mu-plugins/salesforce-shared/dist/js/top.js?ver=1725909219" id="salesforce-shared-top-js"></script> <script id="salesforce-shared-bottom-js-extra"> var sfAnalyticsData = {"pageName":"Sales Coaching: 10 Straightforward Tips That Work","taxonomy":[{"tagName":"Topic:Employee Experience|Sales Management|Pipeline Management|Training|Thought Leadership|Sales Strategy|Analytics","tagUuid":"cf5c9e62-a0da-491a-b665-6aa9f65cee83|08464750-34f6-48c9-aab6-95fa82e2f725|156f9df9-bbd6-4fde-94ff-63d1623efacf|651b9e20-73c9-46d5-b791-3d71737f3e70|f3a415e5-69a1-43a7-a55f-54292c3f4112|5bfb5703-15f8-4ab3-977a-71bff21e24bf|8d6d3695-ffb8-498b-b623-96a648fef259","uuid":"e80f5f0b-770c-4149-8dd8-729c9347667c"},{"tagName":"Role:Sales Leader|Sales Representative","tagUuid":"c62bd216-f910-44be-a2c3-6574e54d8869|be94798f-0fd4-4854-9c01-d80197f0cde8","uuid":"876f1dc7-fb8f-4512-83cb-9a44420f5049"},{"tagName":"Role:Salesblazer|Sales","tagUuid":"4c5e716b-413e-4403-9159-62194670e45e|92772785-b8ef-4f0f-b488-9230dbaac18d","uuid":"876f1dc7-fb8f-4512-83cb-9a44420f5049"},{"tagName":"Products:Slack|Sales Cloud","tagUuid":"ebda7954-c2a6-48e4-b962-71bd89c05551|753aac49-64c1-42ed-b92c-40aa56f8ff03","uuid":"b6be3aa7-87c5-4c9e-b12d-67901057e91d"}]}; </script> <script src="https://www.salesforce.com/blog/wp-content/client-mu-plugins/salesforce-shared/dist/js/bottom.js?ver=1726515755" id="salesforce-shared-bottom-js"></script> <script type="module" src="https://a.sfdcstatic.com/digital/xsf/components/v1-stable/navs.js?ver=2.0.0"></script><script src="//public.tableau.com/javascripts/api/tableau-2.min.js?ver=0.1.6" id="tableau-js-js"></script> <script type="text/javascript" id="optimizely-web-script" data-src="https://cdn.optimizely.com/js/23476821247.js?ver=0.1.0" referrerpolicy="no-referrer-when-downgrade" data-handle="optimizely-main"></script><script type="text/javascript" id="optimizely-ga-datalayer-script" data-src="https://www.salesforce.com/blog/wp-content/client-mu-plugins/salesforce-shared/assets/js/lib/optimizely-ga-datalayer.js?ver=1681488072"></script><script type="text/javascript" id="optimizely-gdpr-script" src="https://www.salesforce.com/blog/wp-content/client-mu-plugins/salesforce-shared/dist/js/optimizely-gdpr.js?ver=1725909219"></script><link rel='shortlink' href='https://www.salesforce.com/blog/?p=185' /> <link rel="alternate" title="oEmbed (JSON)" type="application/json+oembed" href="https://www.salesforce.com/blog/wp-json/oembed/1.0/embed?url=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F" /> <link rel="alternate" title="oEmbed (XML)" type="text/xml+oembed" href="https://www.salesforce.com/blog/wp-json/oembed/1.0/embed?url=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F&format=xml" />  <script type="text/javascript"> window.sfdcBase = window.sfdcBase || {}; if (!sfdcBase.env) window.sfdcBase.env = ({ 'www.salesforce.com': 'PROD', 'www-uat1.salesforce.com': 'UAT', 'www-perf.salesforce.com': 'PERF', 'www-qa1.salesforce.com': 'QA', 'www-int.salesforce.com': 'INT', })[location.hostname] ?? 'PROD'; window.sfdcBase.ssoEnabled=true; var mfePlugin = {"active":true} </script> <style>img#wpstats{display:none}</style> <script type="text/javascript" src="https://static.cloud.coveo.com/coveo.analytics.js/coveoua.js"></script> <script> coveoua("init", "xx24e65ef6-c6f0-4a55-b6b9-e7fd84967788"); coveoua("send", "pageview", { contentIdKey: "@clickableuri", contentIdValue: window.location.href }); </script> <link rel="icon" href="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2020/10/cropped-salesforce-icon2-1.png?w=32" sizes="32x32" /> <link rel="icon" href="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2020/10/cropped-salesforce-icon2-1.png?w=192" sizes="192x192" /> <link rel="apple-touch-icon" href="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2020/10/cropped-salesforce-icon2-1.png?w=180" /> <meta name="msapplication-TileImage" content="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2020/10/cropped-salesforce-icon2-1.png?w=270" /> <style id="wp-custom-css"> .wp-block-salesforce-blog-offer:not(:first-child) { margin-top: 1.5rem; } .wp-block-salesforce-blog-offer:not(:last-child) { margin-bottom: 3.5rem; } form.light .privacy-text p a { --c-text-placeholder: var(--c-salesforce-blue); } @media screen and ( max-width: 47.9375em ) { .hero-v2__image { margin-bottom: 2rem; } .post--hero-bleed .post__sidebar { grid-row-start: 7; } .tax-sf_topic .section-front-description { padding-right: 0; } .tax-sf_topic .section-front-title { padding-right: 0; } } .post--v2 .hero-bleed-container { grid-column: content-start/main-end; } .post--v2 figure.image-bleed-right { margin-right: 0; } .is-style-circular img, .is-style-rounded img { border-radius: 50% !important; } .hub--ai .card--numbered .card__meta { display: none; } .subscribe-wrapper-v2--inline { background-color: #092d60; } .wp-block-salesforce-blog-chapter-checklist__footer { display: none !important; } .wp-block-salesforce-blog-hub-hero__articles-top .wp-block-column .card .card__thumbnail .img-object-fit { padding-bottom: 66.67%; } @media screen and ( max-width: 47.9375em ) { .wp-block-offer__media { margin-top: 32px; } } .chaptered-article figure.wp-block-image.stat-image{ margin-bottom: 0; } .wp-block-salesforce-blog-chapter-checklist__content li:before { top: 0; } .img-no-bottom-margin { margin-bottom: 0 !important; } .wp-block-salesforce-blog-curated-articles.is-style-row .card__thumbnail { height: auto; } .wp-block-salesforce-blog-curated-articles.is-style-row .card__article{ height: 100%; width: 100%; } & .wp-block-salesforce-blog-hub-hero__heading>:first-child.no-max-width { max-width: none; } .wp-block-salesforce-blog-playbook-hero__container { min-height: 330px; position: relative; } @media screen and ( min-width: 64em ) { .wp-block-salesforce-blog-playbook-hero__container { min-height: 540px; }} .wp-block-salesforce-blog-playbook-hero__graphic.use-different-image-mobile .wp-block-salesforce-blog-playbook-hero__graphic-container { bottom: 0; } .wp-block-salesforce-blog-playbook-hero__graphic-desktop, .wp-block-salesforce-blog-playbook-hero__graphic-mobile { height: 100%; } .wp-block-salesforce-blog-playbook-hero__graphic-desktop img, .wp-block-salesforce-blog-playbook-hero__graphic-mobile img { height: 100%; width: auto; } .wp-block-salesforce-blog-chapter-checklist__footer { display: none !important; } .wp-block-table { font-family: Salesforce Sans,helvetica,sans-serif; } .return-banner__wrapper { text-decoration: none; } .is-style-section-heading-alt { margin-bottom: 16px !important; } /* Marketing Hub smaller mobile heading */ @media screen and ( max-width: 47.9375em ) { .wp-block-salesforce-blog-hub-hero__heading .mobile-heading-hub { font-size: 38px; } } </style> <script>(window.BOOMR_mq=window.BOOMR_mq||[]).push(["addVar",{"rua.upush":"false","rua.cpush":"false","rua.upre":"false","rua.cpre":"false","rua.uprl":"false","rua.cprl":"false","rua.cprf":"false","rua.trans":"","rua.cook":"false","rua.ims":"false","rua.ufprl":"false","rua.cfprl":"false","rua.isuxp":"false","rua.texp":"norulematch","rua.ceh":"false","rua.ueh":"false","rua.ieh.st":"0"}]);</script> <script>!function(e){var n="https://s.go-mpulse.net/boomerang/";if("False"=="True")e.BOOMR_config=e.BOOMR_config||{},e.BOOMR_config.PageParams=e.BOOMR_config.PageParams||{},e.BOOMR_config.PageParams.pci=!0,n="https://s2.go-mpulse.net/boomerang/";if(window.BOOMR_API_key="NCPYV-VGJPP-N4J93-8HN3B-8B6S3",function(){function e(){if(!o){var e=document.createElement("script");e.id="boomr-scr-as",e.src=window.BOOMR.url,e.async=!0,i.parentNode.appendChild(e),o=!0}}function t(e){o=!0;var n,t,a,r,d=document,O=window;if(window.BOOMR.snippetMethod=e?"if":"i",t=function(e,n){var t=d.createElement("script");t.id=n||"boomr-if-as",t.src=window.BOOMR.url,BOOMR_lstart=(new Date).getTime(),e=e||d.body,e.appendChild(t)},!window.addEventListener&&window.attachEvent&&navigator.userAgent.match(/MSIE [67]\./))return window.BOOMR.snippetMethod="s",void t(i.parentNode,"boomr-async");a=document.createElement("IFRAME"),a.src="about:blank",a.title="",a.role="presentation",a.loading="eager",r=(a.frameElement||a).style,r.width=0,r.height=0,r.border=0,r.display="none",i.parentNode.appendChild(a);try{O=a.contentWindow,d=O.document.open()}catch(_){n=document.domain,a.src="javascript:var d=document.open();d.domain='"+n+"';void(0);",O=a.contentWindow,d=O.document.open()}if(n)d._boomrl=function(){this.domain=n,t()},d.write("<bo"+"dy onload='document._boomrl();'>");else if(O._boomrl=function(){t()},O.addEventListener)O.addEventListener("load",O._boomrl,!1);else if(O.attachEvent)O.attachEvent("onload",O._boomrl);d.close()}function a(e){window.BOOMR_onload=e&&e.timeStamp||(new Date).getTime()}if(!window.BOOMR||!window.BOOMR.version&&!window.BOOMR.snippetExecuted){window.BOOMR=window.BOOMR||{},window.BOOMR.snippetStart=(new Date).getTime(),window.BOOMR.snippetExecuted=!0,window.BOOMR.snippetVersion=12,window.BOOMR.url=n+"NCPYV-VGJPP-N4J93-8HN3B-8B6S3";var i=document.currentScript||document.getElementsByTagName("script")[0],o=!1,r=document.createElement("link");if(r.relList&&"function"==typeof r.relList.supports&&r.relList.supports("preload")&&"as"in r)window.BOOMR.snippetMethod="p",r.href=window.BOOMR.url,r.rel="preload",r.as="script",r.addEventListener("load",e),r.addEventListener("error",function(){t(!0)}),setTimeout(function(){if(!o)t(!0)},3e3),BOOMR_lstart=(new Date).getTime(),i.parentNode.appendChild(r);else t(!1);if(window.addEventListener)window.addEventListener("load",a,!1);else if(window.attachEvent)window.attachEvent("onload",a)}}(),"".length>0)if(e&&"performance"in e&&e.performance&&"function"==typeof e.performance.setResourceTimingBufferSize)e.performance.setResourceTimingBufferSize();!function(){if(BOOMR=e.BOOMR||{},BOOMR.plugins=BOOMR.plugins||{},!BOOMR.plugins.AK){var n=""=="true"?1:0,t="",a="bdpnbet4tppfez2hdvaa-f-9a5469955-clientnsv4-s.akamaihd.net",i="false"=="true"?2:1,o={"ak.v":"39","ak.cp":"1093204","ak.ai":parseInt("638429",10),"ak.ol":"0","ak.cr":1,"ak.ipv":4,"ak.proto":"http/1.1","ak.rid":"d65366","ak.r":6099,"ak.a2":n,"ak.m":"dsca","ak.n":"essl","ak.bpcip":"8.222.208.0","ak.cport":36528,"ak.gh":"124.155.222.78","ak.quicv":"","ak.tlsv":"tls1.2","ak.0rtt":"","ak.0rtt.ed":"","ak.csrc":"-","ak.acc":"bbr","ak.t":"1732713792","ak.ak":"hOBiQwZUYzCg5VSAfCLimQ==cFEVfZKWQVgB+a+/ErpOMrhsTlrk452AMMttA8x6EJKgx32BSY9vC2tQJ1ggb6udBJtQNkp0y2E1IB/x13FXubTT1XpUvrKFMut8OyBoUy8WlIV8xREcm+KqfaQ4b5uFiqnlXwwcyKuE0ze5+EUEctLxSX4xEFr5eguhVUJBj1Fu5pL+P14LqtvEj+q40RLpnGK6HaSCvBiPSsHi+Ojy4gNBQtY9lv98nLMM34q4i0oovnAbqh8hqn6ujl21+/KHo+QnnYT01yRj3kabgFsZ0+FSliEugUTkZnVHdcEhxU2RmQWcNEsWf95zJigURqFBQJIrh3o0lCMK5Cq7/K1APiuznxQx4VGAOdlOLEePDjw42YDa2Bb1nJgYGESydlZ29L4VgXWHgXgtxaUE3PNiuoZGPGuPQ3u8loxz+88M3Ks=","ak.pv":"640","ak.dpoabenc":"","ak.tf":i};if(""!==t)o["ak.ruds"]=t;var r={i:!1,av:function(n){var t="http.initiator";if(n&&(!n[t]||"spa_hard"===n[t]))o["ak.feo"]=void 0!==e.aFeoApplied?1:0,BOOMR.addVar(o)},rv:function(){var e=["ak.bpcip","ak.cport","ak.cr","ak.csrc","ak.gh","ak.ipv","ak.m","ak.n","ak.ol","ak.proto","ak.quicv","ak.tlsv","ak.0rtt","ak.0rtt.ed","ak.r","ak.acc","ak.t","ak.tf"];BOOMR.removeVar(e)}};BOOMR.plugins.AK={akVars:o,akDNSPreFetchDomain:a,init:function(){if(!r.i){var e=BOOMR.subscribe;e("before_beacon",r.av,null,null),e("onbeacon",r.rv,null,null),r.i=!0}return this},is_complete:function(){return!0}}}}()}(window);</script></head> <body class="post-template-default single single-post postid-185 single-format-standard wp-embed-responsive theme-salesforce-blog has-context-nav cxt-has-fixed-nav post has-primary-topic--sales"> <a href="#main-content" class="screen-reader-text-content"> <div class="screen-reader-container"> Skip to Content </div> </a> <hgf-c360nav id="c360-hgf-nav" search="true" origin="https://wp.sfdcdigital.com/en-us/wp-json" show-region-selector="true" home-href="/" context-nav-enabled="true" locale="us" show-button-main="true" button-override-main-label="Watch Demo" button-override-main-href="https://www.salesforce.com/form/demo/sales/salesblazer/?d=7013y000002m7AgAAI&nc=7013y000002m7AMAAY" button-override-main-target="_blank" button-override-main-variant="trial" > </hgf-c360nav> <script> const navElement = document.getElementById('c360-hgf-nav'); /** * Register events. */ const registerEvents = () => { if (!navElement) { return; } const addTrackingEvent = function (event) { if (event.detail && event.detail.event) { dataLayer.push(event.detail) } }; document.addEventListener("www_track", addTrackingEvent, false); }; registerEvents(); </script>  <noscript> <iframe src="https://www.googletagmanager.com/ns.html?id=GTM-WRXS6TH" height="0" width="0" style="display:none;visibility:hidden"></iframe> </noscript>  <div class="context-nav-wrapper"> <hgf-c360contextnav data="{"isLogoEnabled":true,"variation":"static","propertyTitle":{"label":"The 360 Blog","ariaLabel":"The 360 Blog","url":"/blog","target":"_self"},"propertyLogo":{"src":"https://a.sfdcstatic.com/shared/images/c360-nav/mobile_logo.png","alt":"Property"},"utilityNavigation":{"ctasecondary":{"cta":{"label":"Newsletter","ariaLabel":"Newsletter","url":"https://www.salesforce.com/form/other/salesblazer-newsletter/","variant":"secondary","target":"_blank"}},"ctamain":{"cta":{"label":"Join the Community","ariaLabel":"Join the Salesblazer Community","url":"https://sforce.co/4c9HMUW","variant":"primary","target":"_blank"}}},"menuGroup":{"menuItems":[{"ID":0,"link":{"label":"Top Stories","ariaLabel":"Top Stories","url":"/blog","target":"_self"}},{"ID":2,"title":"Roles","submenu":[{"ID":5,"menuItems":[{"ID":34,"link":{"url":"https://www.salesforce.com/blog/category/admins/","label":"Admins","ariaLabel":"Admins","target":"_self"}},{"ID":17,"link":{"url":"https://www.salesforce.com/blog/category/c-suite/","label":"C-Suite","ariaLabel":"C-Suite","target":"_self"}},{"ID":18,"link":{"url":"https://www.salesforce.com/blog/category/commerce/","label":"Commerce","ariaLabel":"Commerce","target":"_self"}},{"ID":35,"link":{"url":"https://www.salesforce.com/blog/category/developers/","label":"Developers","ariaLabel":"Developers","target":"_self"}},{"ID":21,"link":{"url":"https://www.salesforce.com/blog/it/","label":"IT","ariaLabel":"IT","target":"_self"}},{"ID":22,"link":{"url":"https://www.salesforce.com/blog/marketing/","label":"Marketing","ariaLabel":"Marketing","target":"_self"}},{"ID":23,"link":{"url":"https://www.salesforce.com/blog/sales/","label":"Sales","ariaLabel":"Sales","target":"_self"}},{"ID":24,"link":{"url":"https://www.salesforce.com/blog/service/","label":"Service","ariaLabel":"Service","target":"_self"}},{"ID":25,"link":{"url":"https://www.salesforce.com/blog/category/small-business/","label":"Small Business","ariaLabel":"Small Business","target":"_self"}}]}]},{"ID":1,"title":"Topics","submenu":[{"ID":4,"menuItems":[{"ID":7,"link":{"url":"https://www.salesforce.com/blog/ai/","label":"AI","ariaLabel":"AI","target":"_self"}},{"ID":10,"link":{"url":"https://www.salesforce.com/blog/data/","label":"Data","ariaLabel":"Data","target":"_self"}},{"ID":9,"link":{"url":"https://www.salesforce.com/blog/category/customer-relationships/","label":"Customer Relationships","ariaLabel":"Customer Relationships","target":"_self"}},{"ID":11,"link":{"url":"https://www.salesforce.com/blog/category/digital-transformation/","label":"Digital Transformation","ariaLabel":"Digital Transformation","target":"_self"}},{"ID":12,"link":{"url":"https://www.salesforce.com/blog/category/future-of-work/","label":"Future of Work","ariaLabel":"Future of Work","target":"_self"}}]},{"ID":35,"menuItems":[{"ID":13,"link":{"url":"https://www.salesforce.com/blog/category/partner-apps-consulting/","label":"Partner Apps and Consulting","ariaLabel":"Partner Apps and Consulting","target":"_self"}},{"ID":14,"link":{"url":"https://www.salesforce.com/blog/category/salesforce-on-salesforce/","label":"Salesforce on Salesforce","ariaLabel":"Salesforce on Salesforce","target":"_self"}},{"ID":15,"link":{"url":"https://www.salesforce.com/blog/category/sustainability/","label":"Sustainability","ariaLabel":"Sustainability","target":"_self"}},{"ID":16,"link":{"url":"https://www.salesforce.com/blog/category/trailblazer/","label":"Trailblazer","ariaLabel":"Trailblazer","target":"_self"}},{"ID":8,"link":{"url":"https://www.salesforce.com/blog/category/business-as-a-platform-for-change/","label":"Business as a Platform for Change","ariaLabel":"Business as a Platform for Change","target":"_self"}}]}]},{"ID":3,"title":"Industries","submenu":[{"ID":6,"menuItems":[{"ID":26,"link":{"url":"https://www.salesforce.com/blog/category/communications/","label":"Communications","ariaLabel":"Communications","target":"_self"}},{"ID":35,"link":{"url":"https://www.salesforce.com/blog/category/education/","label":"Education","ariaLabel":"Education","target":"_self"}},{"ID":27,"link":{"url":"https://www.salesforce.com/blog/category/energy-utilities/","label":"Energy & Utilities","ariaLabel":"Energy & Utilities","target":"_self"}},{"ID":28,"link":{"url":"https://www.salesforce.com/blog/financial-services/","label":"Financial Services","ariaLabel":"Financial Services","target":"_self"}},{"ID":29,"link":{"url":"https://www.salesforce.com/blog/category/healthcare-life-sciences/","label":"Healthcare and Life Sciences","ariaLabel":"Healthcare and Life Sciences","target":"_self"}},{"ID":30,"link":{"url":"https://www.salesforce.com/blog/category/manufacturing/","label":"Manufacturing","ariaLabel":"Manufacturing","target":"_self"}},{"ID":31,"link":{"url":"https://www.salesforce.com/blog/category/media-entertainment/","label":"Media","ariaLabel":"Media","target":"_self"}},{"ID":36,"link":{"url":"https://www.salesforce.com/blog/category/nonprofit/","label":"Nonprofit","ariaLabel":"Nonprofit","target":"_self"}},{"ID":32,"link":{"url":"https://www.salesforce.com/blog/category/public-sector/","label":"Public Sector","ariaLabel":"Public Sector","target":"_self"}},{"ID":33,"link":{"url":"https://www.salesforce.com/blog/retail/","label":"Retail","ariaLabel":"Retail","target":"_self"}}]}]},{"ID":34,"link":{"url":"https://www.salesforce.com/news/","label":"Newsroom","ariaLabel":"Newsroom","target":"_self"}}]}}"></hgf-c360contextnav> </div> <a href="https://sforce.co/49FdPeb" style="background-color:#04e1cb" class="return-banner js-return-banner layout-sales" > <div class="return-banner__container container"> <img width="467" height="296" src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/12/Sb-4x.webp?w=467" class="return-banner__img" alt="" decoding="async" fetchpriority="high" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/12/Sb-4x.webp 467w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/12/Sb-4x.webp?w=150&h=95 150w" sizes="(max-width: 467px) 100vw, 467px" /> <div class="return-banner__heading"> <p>Learn new skills, connect in real time, and grow your career in the Salesblazer Community.</p> <span class="return-banner__link has-right-arrow"> <svg xmlns="http://www.w3.org/2000/svg" width="18" height="16" fill="none" stroke="#032e61" stroke-width="2"><path d="M10 2.343 15.657 8 10 13.657M1.092 8H13.91" /></svg> </span> </div> </div> <button type="button" class="btn return-banner__close-button js-return-banner-close-btn" aria-label="Close banner"> <svg xmlns="http://www.w3.org/2000/svg" fill="none" viewBox="0 0 15 15" aria-hidden="true" class="return-banner__close-icon"><path stroke="#032D60" stroke-width="2" d="m1 1 13 13m0-13L1 14" /></svg> </button> </a> <main id="main-content"> <article class="post post--v2 post--article"> <header class="post__header"> <div class="container"> <div class="hero-v2 "> <div class="hero__taxonomies"> <a href="https://www.salesforce.com/blog/category/sales/" class="sf-tag topic topic--sales sf-tag--sales" aria-label="Filed under Sales" > Salesblazer</a> </div> <h1 class="h2">Sales Coaching: 10 Straightforward Tips That Work</h1> <div class="hero-v2__ornaments-container "> <figure class="hero-v2__image"><span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg?w=889" sizes="(min-width: 48em) 500px, 100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg 2880w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg?w=1536&h=864 1536w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg?w=2048&h=1152 2048w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2022/06/salesforceblogheader-final-3.jpg?w=150&h=84 150w" alt="Sales coaching: Two salespeople looking at a tablet" loading="eager" fetchpriority="high" /></span><figcaption class="body-3">Investing in your team's skills and knowledge is a sign of good sales leadership. [Adobe / Skyword]</figcaption></figure> <div class="hero-v2__background"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/hero-legacy-back.png" alt="" fetchpriority="high" loading="eager"/> </div> <div class="hero-v2__foreground"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/hero-legacy-front.png" alt="" fetchpriority="high" loading="eager"/> </div> </div> <h2 class="hero-v2__excerpt">Lead with empathy, build trust with your team, and improve one area at a time for acute focus and measurable progress.</h2><article class="hero-byline hero-byline--1"> <a href="https://www.salesforce.com/blog/author/marcus-chan/" class="hero-byline__author"> <div class="hero-byline__thumbnail"> <span class="img-object-fit img-object-fit--is-round"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2021/03/top-sales-influencers-marcus-chan.jpg?w=125" alt="" loading="lazy" /></span> </div> <div class="hero-byline__contents"> <h3 class="hero-byline__full-name"> <span class="hero-byline__name">Marcus</span> <span class="hero-byline__name">Chan</span> </h3> <div class="hero-byline__meta"> <div class="hero-byline__info"> <time class="hero-byline__date" datetime="2024-06-06">June 6, 2024</time> <span class="hero-byline__reading-time"> 1 min read </span> </div> </div> </div> </a> </article> </div> </div> </header> </div> <div class="post__social post__social--v2 post__social--top post__social--has-title"> <h2 class="screen-reader-mobile-only post__social-title">Share article</h2> <ul class="social-nav social-nav-v2"> <li class="social-nav__item"> <a aria-label="Share on LinkedIn (Opens in a new tab)" href="http://www.linkedin.com/shareArticle?mini=true&url=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&title=Sales%20Coaching%3A%2010%20Straightforward%20Tips%20That%20Work" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="21" height="21" fill="none"><path fill="#032D60" d="M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z" /></svg> </a> </li> <li class="social-nav__item"> <a aria-label="Share on Twitter (Opens in a new tab)" href="https://x.com/intent/tweet?text=Sales%20Coaching%3A%2010%20Straightforward%20Tips%20That%20Work&url=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&via=salesforce" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="32" height="32" fill="#032D60" viewBox="0 0 32 32"><path d="M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z" /></svg> </a> </li> <li class="social-nav__item"> <a aria-label="Share on Facebook (Opens in a new tab)" href="https://www.facebook.com/sharer/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="19" height="19" fill="none"><path fill="#032D60" d="M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5" /></svg> </a> </li> <li class="social-nav__item"> <button class="copy-share js-copy-link" aria-label="Copy link to clipboard" href="#" data-clipboard-text='"Sales Coaching: 10 Straightforward Tips That Work" https://www.salesforce.com/blog/effectively-coach-sales-team-blog/' > <svg xmlns="http://www.w3.org/2000/svg" width="20" height="10" fill="none"><path fill="#032D60" d="M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z" /></svg> </button> </li> </ul> </div> <div class="post__content post__content-v2"> <!DOCTYPE html PUBLIC "-//W3C//DTD HTML 4.0 Transitional//EN" "http://www.w3.org/TR/REC-html40/loose.dtd"> <html><body><p>Good sales coaching can unlock serious revenue potential. In fact, effective coaching can increase sales performance by 8%, according to a <a href="https://www.gartner.com/en/newsroom/press-releases/gartner-research-shows-only-23--of-b2b-sales-reps-say-they-are-e" target="_blank" rel=" noopener">study by Gartner</a>. But many sales managers find coaching difficult to master, especially in remote environments or when asked to do more with fewer resources.</p> <p>If you’re struggling to effectively coach your sales team, don’t despair — I’ve struggled too. I went seven weeks without closing my first deal when I started out. Thirteen years later, I teach sales professionals how to develop the right skills, habits, and mindset required for sustained success.</p> <p>My sales coaching tips are easy to implement (with many of the tools already at your disposal) and effective for both in-person and remote teams. So, if you want to give your reps the support they need to close more deals, here’s how to get started.</p> <h2 class="wp-block-heading" id="h-what-you-ll-learn">What you’ll learn:</h2> <ul class="wp-block-list"> <li><a href="#What-is-sales-coaching">What is sales coaching?</a></li> <li><a href="#What-does-a-sales-coach-do">What does a sales coach do?</a></li> <li><a href="#Benefits-of-sales-coaching">Benefits of sales coaching</a></li> <li><a href="#How-to-coach-and-develop-your-sales-team">How to coach and develop your sales team</a></li> <li><a href="#10-sales-coaching-techniques">10 sales coaching techniques</a></li> <li><a href="#Examples-of-sales-coaching">Examples of sales coaching</a></li> <li><a href="#How-to-measure-sales-coaching-effectiveness">How to measure sales coaching effectiveness</a></li> <li><a href="#Sales-coaching-tools-you-should-be-using">Sales-coaching tools you should be using</a></li> </ul> <div class="layout-one wp-block-salesforce-blog-offer"> <div class="wp-block-offer__wrapper"> <div class="wp-block-offer__content"> <h2 class="wp-block-offer__title">Level up your game with AI conversation insights</h2> <p class="wp-block-offer__description">Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close.</p> <div class="wp-block-button"> <a class="wp-block-button__link" target="_blank" href="https://www.salesforce.com/products/sales-conversation-intelligence/">Learn more</a> </div> </div> <div class="wp-block-offer__media"> </div> </div> <div class="wp-block-offer__graphics wp-block-offer__contour"></div>  <img decoding="async" class="wp-block-offer__graphics wp-block-offer__illustration" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/offer-block/offer-illustration-layout-one.png" alt="">  <img decoding="async" class="wp-block-offer__graphics wp-block-offer__accent" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/offer-block/offer-accent-layout-one.png" alt="">   <img decoding="async" class="wp-block-offer__graphics wp-block-offer__cloud" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/offer-block/offer-cloud-layout-one.png" alt=""> </div> <h2 class="wp-block-heading" id="What-is-sales-coaching">What is sales coaching?</h2> <p>Sales coaching refers to the training, tools, resources, and support sales managers give to sales teams to improve their skills and hit revenue targets.</p> <p>This coaching can be done in house or with an external sales coach. In-house coaching typically involves a member of your sales or enablement team working with reps to improve performance. An external sales coach is usually hired to help build a long-term playbook for sales teams with field-tested strategies.</p> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <h2 class="wp-block-heading" id="What-does-a-sales-coach-do">What does a sales coach do?</h2> <p>A sales coach works directly with sales teams to improve how they handle sales calls, <a href="https://www.salesforce.com/blog/6-techniques-for-effective-objection-handling-blog/" target="_blank" rel=" noopener">objections, </a>and common challenges. A coach may also provide tactical advice for how they should structure their day, manage their time, stay organized, and develop the right mindset for selling.</p> <p>In addition to team sessions — which can happen in person or online — a coach may also work with reps one on one. When an individual sales rep is underperforming and needs extra attention, a coach may review recorded sales calls to identify areas for improvement. Sometimes, the coach will even shadow individuals on sales calls to see how they handle themselves in real time.</p> <p>For example, say a rep has a low close rate, but plenty of promising leads in the pipeline. A coach will privately meet with them and diagnose the exact constraints they are running into. The diagnosis may reveal poor discovery skills, ineffective multithreading skills, or more. This allows the sales coach to tailor very specific coaching to help them improve their results immediately. </p> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <h2 class="wp-block-heading" id="Benefits-of-sales-coaching">Benefits of sales coaching</h2> <p>During my years of sales coaching, I’ve found that many reps feel like their companies don’t provide enough support or resources for them to be successful — only 26% of reps say that they receive one-on-one coaching weekly, according to the <a href="https://www.salesforce.com/resources/research-reports/state-of-sales/?d=7013y000002m7AqAAI&nc=7013y000002m7AlAAI%20" target="_blank" rel=" noopener">State of Sales</a> report.</p> <p>Many times, they’re told “it’s a numbers game” or “work harder,” but aren’t given any tools to improve. These people don’t want to just grind their way to the top — they want to actually develop their skills and get better results.</p> <p>Sales leaders are undoubtedly busy managing daily operations, which can sometimes make consistent support hard to provide. However, investing in your team’s skills and knowledge is a sign of good <a href="https://www.salesforce.com/blog/sales-leadership/" target="_blank" rel=" noopener">sales leadership</a>. If you have the resources, hiring an external coach who can dive deeper into your team’s obstacles and suggest specific things to work on is beneficial.</p> <p>Some of the key benefits of sales coaching include:</p> <ul class="wp-block-list"> <li><strong>Personalized attention:</strong> One-on-one support for reps who may be struggling is crucial.</li> <li><strong>Improved retention rates: </strong>Investing in your team’s success shows that you want them to thrive.</li> <li><strong>Collaboration:</strong> Your team becomes aligned on best practices, sales approaches, and skill sets — allowing them and you to meet your goals.</li> </ul> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <div class="subscribe-wrapper-v2 subscribe-wrapper-v2--inline prevent-bottombar-overlap layout alignwide layout-sales is-variation-role-based" style=""> <img decoding="async" class="subscribe-success-v2__left-image" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/assets/images/rbn-left-sales.png" alt=""> <header class="subscribe-header-v2"> <h1 class="subscribe-header__title"> Get the latest articles in your inbox. </h1> </header> <div class="subscribe-form-container-v2"> <form name="reg_form" class="reg_form reg_form--inline subscribe-form__form" data-has-segments="true" method="post"> <input type="hidden" name="skipForm" value="false"> <input type="hidden" name="mcloudFormName" value="subscriptionsubscribe"> <input type="hidden" name="conf_page" value="/form/conf/thank-you"> <input type="hidden" name="FormCampaignId" value="null"> <input type="hidden" name="Lead.Primary_Product_Interest__c" value="Multi-Product"> <input type="hidden" name="DriverCampaignId" value="70130000000sUVq"> <input class="screen-reader-hidden" type="text" name="Region__c" autocomplete="off" tabindex="-1" aria-hidden="true" aria-label="Region c"> <div role="group" aria-label="Valid Form Check"> <input class="screen-reader-hidden" type="checkbox" name="validForm" tabindex="-1" aria-hidden="true" aria-label="validForm"> </div> <input type="hidden" name="UserFirstName" value="0"> <input type="hidden" name="UserLastName" value="0"> <input type="hidden" name="subname" value="RBNBlog"> <input type="hidden" name="NewsletterFilter"> <input type="hidden" name="substatus" value="explicit"> <div role="group" aria-label="Newsletter Selection" class="subscribe-segment-selection"> <div class="subscribe-segments"> <div class="field subscribe-segment__field"> <label class="subscribe-segment" for="sales"> <div class="subscribe-segment__body"> <h3 class="h6 subscribe-segment__title">Sales</h3> <div class="subscribe-segment__checkbox"> <input type="checkbox" name="sales" id="sales" value="true" class="segment-checkbox" checked> <span class="subscribe-segment__label">Selected</span> </div> </div> </label> </div> <div class="field subscribe-segment__field"> <label class="subscribe-segment" for="blogOption"> <div class="subscribe-segment__body"> <h3 class="h6 subscribe-segment__title">360 Highlights</h3> <div class="subscribe-segment__checkbox"> <input type="checkbox" name="blogOption" id="blogOption" value="true" class="segment-checkbox"> <span class="subscribe-segment__label">Selected</span> </div> </div> </label> </div> <div class="field subscribe-segment__field"> <label class="subscribe-segment" for="c-suite"> <div class="subscribe-segment__body"> <h3 class="h6 subscribe-segment__title">C-Suite</h3> <div class="subscribe-segment__checkbox"> <input type="checkbox" name="c-suite" id="c-suite" value="true" class="segment-checkbox"> <span class="subscribe-segment__label">Selected</span> </div> </div> </label> </div> <div class="field subscribe-segment__field"> <label class="subscribe-segment" for="it"> <div class="subscribe-segment__body"> <h3 class="h6 subscribe-segment__title">IT</h3> <div class="subscribe-segment__checkbox"> <input type="checkbox" name="it" id="it" value="true" class="segment-checkbox"> <span class="subscribe-segment__label">Selected</span> </div> </div> </label> </div> <div class="field subscribe-segment__field"> <label class="subscribe-segment" for="commerce"> <div class="subscribe-segment__body"> <h3 class="h6 subscribe-segment__title">Commerce</h3> <div class="subscribe-segment__checkbox"> <input type="checkbox" name="commerce" id="commerce" value="true" class="segment-checkbox"> <span class="subscribe-segment__label">Selected</span> </div> </div> </label> </div> <div class="field subscribe-segment__field"> <label class="subscribe-segment" for="marketing"> <div class="subscribe-segment__body"> <h3 class="h6 subscribe-segment__title">Marketing</h3> <div class="subscribe-segment__checkbox"> <input type="checkbox" name="marketing" id="marketing" value="true" class="segment-checkbox"> <span class="subscribe-segment__label">Selected</span> </div> </div> </label> </div> <div class="field subscribe-segment__field"> <label class="subscribe-segment" for="serviceSupport"> <div class="subscribe-segment__body"> <h3 class="h6 subscribe-segment__title">Service</h3> <div class="subscribe-segment__checkbox"> <input type="checkbox" name="serviceSupport" id="serviceSupport" value="true" class="segment-checkbox"> <span class="subscribe-segment__label">Selected</span> </div> </div> </label> </div> </div> <input type="checkbox" name="segmentSelected" value="true" class="segments-selected-checkbox" id="segment-selection_inline" data-error-id="segment-selection_inline" style="display: none"> <span class="error-msg body-fine" id="segment-selection-errMsg_inline"> Please select at least one newsletter. </span> </div> <div class="subscribe-form__contact-fields"> <div class="subscribe__fields"> <div class="field field--grow"> <input class="subscribe__field-info" data-error-id="UserEmail-errMsg_inline" id="UserEmail_inline" type="email" name="UserEmail" placeholder=" " aria-describedby="UserEmail-errMsg" autocomplete="email" required> <label for="UserEmail_inline">Email</label> <span class="error-msg body-fine" id="UserEmail-errMsg_inline" aria-live="assertive">Enter a valid e-mail address</span> </div> <div class="field field--grow"> <select class="subscribe__field-info" data-error-id="CompanyCountry-errMsg_inline" id="CompanyCountry_inline" name="CompanyCountry" aria-describedby="CompanyCountry-errMsg" autocomplete="country-name" required> <option selected value="" label="Select your country">Select your country</option> <option value="US" label="United States">United States</option> <option value="AF" label="Afghanistan">Afghanistan</option> <option value="AL" label="Albania">Albania</option> <option value="DZ" label="Algeria">Algeria</option> <option value="AS" label="American Samoa">American Samoa</option> <option value="AD" label="Andorra">Andorra</option> <option value="AI" label="Anguilla">Anguilla</option> <option value="AQ" label="Antarctica">Antarctica</option> <option value="AG" label="Antigua And Barbuda">Antigua And Barbuda</option> <option value="AR" label="Argentina">Argentina</option> <option value="AM" label="Armenia">Armenia</option> <option value="AW" label="Aruba">Aruba</option> <option value="AU" label="Australia">Australia</option> <option value="AT" label="Austria">Austria</option> <option value="AZ" label="Azerbaijan">Azerbaijan</option> <option value="BS" label="Bahamas, The">Bahamas, The</option> <option value="BH" label="Bahrain">Bahrain</option> <option value="BD" label="Bangladesh">Bangladesh</option> <option value="BB" label="Barbados">Barbados</option> <option value="BY" label="Belarus">Belarus</option> <option value="BZ" label="Belize">Belize</option> <option value="BE" label="Belgium">Belgium</option> <option value="BJ" label="Benin">Benin</option> <option value="BM" label="Bermuda">Bermuda</option> <option value="BT" label="Bhutan">Bhutan</option> <option value="BO" label="Bolivia">Bolivia</option> <option value="BV" label="Bouvet Is">Bouvet Is</option> <option value="BA" label="Bosnia and Herzegovina">Bosnia and Herzegovina</option> <option value="BW" label="Botswana">Botswana</option> <option value="BR" label="Brazil">Brazil</option> <option value="IO" label="British Indian Ocean Territory">British Indian Ocean Territory</option> <option value="BN" label="Brunei">Brunei</option> <option value="BG" label="Bulgaria">Bulgaria</option> <option value="BF" label="Burkina Faso">Burkina Faso</option> <option value="BI" label="Burundi">Burundi</option> <option value="KH" label="Cambodia">Cambodia</option> <option value="CM" label="Cameroon">Cameroon</option> <option value="CA" label="Canada">Canada</option> <option value="CV" label="Cape Verde">Cape Verde</option> <option value="KY" label="Cayman Is">Cayman Is</option> <option value="CF" label="Central African Republic">Central African Republic</option> <option value="TD" label="Chad">Chad</option> <option value="CL" label="Chile">Chile</option> <option value="CN" label="China">China</option> <option value="HK" label="Hong Kong">Hong Kong</option> <option value="MO" label="Macau">Macau</option> <option value="CX" label="Christmas Is">Christmas Is</option> <option value="CC" label="Cocos (Keeling) Is">Cocos (Keeling) Is</option> <option value="CO" label="Colombia">Colombia</option> <option value="KM" label="Comoros">Comoros</option> <option value="CK" label="Cook Islands">Cook Islands</option> <option value="CR" label="Costa Rica">Costa Rica</option> <option value="CI" label="Cote D'Ivoire (Ivory Coast)">Cote D'Ivoire (Ivory Coast)</option> <option value="HR" label="Croatia (Hrvatska)">Croatia (Hrvatska)</option> <option value="CY" label="Cyprus">Cyprus</option> <option value="CZ" label="Czech Republic">Czech Republic</option> <option value="CD" label="Democratic Republic of the Congo">Democratic Republic of the Congo</option> <option value="DK" label="Denmark">Denmark</option> <option value="DM" label="Dominica">Dominica</option> <option value="DO" label="Dominican Republic">Dominican Republic</option> <option value="DJ" label="Djibouti">Djibouti</option> <option value="EC" label="Ecuador">Ecuador</option> <option value="EG" label="Egypt">Egypt</option> <option value="SV" label="El Salvador">El Salvador</option> <option value="GQ" label="Equatorial Guinea">Equatorial Guinea</option> <option value="ER" label="Eritrea">Eritrea</option> <option value="EE" label="Estonia">Estonia</option> <option value="ET" label="Ethiopia">Ethiopia</option> <option value="FK" label="Falkland Is (Is Malvinas)">Falkland Is (Is Malvinas)</option> <option value="FO" label="Faroe Islands">Faroe Islands</option> <option value="FJ" label="Fiji Islands">Fiji Islands</option> <option value="FI" label="Finland">Finland</option> <option value="FR" label="France">France</option> <option value="GF" label="French Guiana">French Guiana</option> <option value="PF" label="French Polynesia">French Polynesia</option> <option value="TF" label="French Southern Territories">French Southern Territories</option> <option value="MK" label="F.Y.R.O. Macedonia">F.Y.R.O. Macedonia</option> <option value="GA" label="Gabon">Gabon</option> <option value="GM" label="Gambia, The">Gambia, The</option> <option value="GE" label="Georgia">Georgia</option> <option value="DE" label="Germany">Germany</option> <option value="GH" label="Ghana">Ghana</option> <option value="GI" label="Gibraltar">Gibraltar</option> <option value="GR" label="Greece">Greece</option> <option value="GL" label="Greenland">Greenland</option> <option value="GD" label="Grenada">Grenada</option> <option value="GP" label="Guadeloupe">Guadeloupe</option> <option value="GU" label="Guam">Guam</option> <option value="GT" label="Guatemala">Guatemala</option> <option value="GN" label="Guinea">Guinea</option> <option value="GW" label="Guinea-Bissau">Guinea-Bissau</option> <option value="GY" label="Guyana">Guyana</option> <option value="HT" label="Haiti">Haiti</option> <option value="HM" label="Heard and McDonald Is">Heard and McDonald Is</option> <option value="HN" label="Honduras">Honduras</option> <option value="HU" label="Hungary">Hungary</option> <option value="IS" label="Iceland">Iceland</option> <option value="IN" label="India">India</option> <option value="ID" label="Indonesia">Indonesia</option> <option value="IE" label="Ireland">Ireland</option> <option value="IL" label="Israel">Israel</option> <option value="IT" label="Italy">Italy</option> <option value="JM" label="Jamaica">Jamaica</option> <option value="JP" label="Japan">Japan</option> <option value="JO" label="Jordan">Jordan</option> <option value="KZ" label="Kazakhstan">Kazakhstan</option> <option value="KE" label="Kenya">Kenya</option> <option value="KI" label="Kiribati">Kiribati</option> <option value="KR" label="Korea, South">Korea, South</option> <option value="KW" label="Kuwait">Kuwait</option> <option value="KG" label="Kyrgyzstan">Kyrgyzstan</option> <option value="LA" label="Laos">Laos</option> <option value="LV" label="Latvia">Latvia</option> <option value="LB" label="Lebanon">Lebanon</option> <option value="LS" label="Lesotho">Lesotho</option> <option value="LR" label="Liberia">Liberia</option> <option value="LI" label="Liechtenstein">Liechtenstein</option> <option value="LT" label="Lithuania">Lithuania</option> <option value="LU" label="Luxembourg">Luxembourg</option> <option value="MG" label="Madagascar">Madagascar</option> <option value="MW" label="Malawi">Malawi</option> <option value="MY" label="Malaysia">Malaysia</option> <option value="MV" label="Maldives">Maldives</option> <option value="ML" label="Mali">Mali</option> <option value="MT" label="Malta">Malta</option> <option value="MH" label="Marshall Is">Marshall Is</option> <option value="MR" label="Mauritania">Mauritania</option> <option value="MU" label="Mauritius">Mauritius</option> <option value="MQ" label="Martinique">Martinique</option> <option value="YT" label="Mayotte">Mayotte</option> <option value="MX" label="Mexico">Mexico</option> <option value="FM" label="Micronesia">Micronesia</option> <option value="MD" label="Moldova">Moldova</option> <option value="MC" label="Monaco">Monaco</option> <option value="MN" label="Mongolia">Mongolia</option> <option value="MS" label="Montserrat">Montserrat</option> <option value="MA" label="Morocco">Morocco</option> <option value="MZ" label="Mozambique">Mozambique</option> <option value="MM" label="Myanmar">Myanmar</option> <option value="NA" label="Namibia">Namibia</option> <option value="NR" label="Nauru">Nauru</option> <option value="NP" label="Nepal">Nepal</option> <option value="NL" label="Netherlands, The">Netherlands, The</option> <option value="AN" label="Netherlands Antilles">Netherlands Antilles</option> <option value="NC" label="New Caledonia">New Caledonia</option> <option value="NZ" label="New Zealand">New Zealand</option> <option value="NI" label="Nicaragua">Nicaragua</option> <option value="NE" label="Niger">Niger</option> <option value="NG" label="Nigeria">Nigeria</option> <option value="NU" label="Niue">Niue</option> <option value="NO" label="Norway">Norway</option> <option value="NF" label="Norfolk Island">Norfolk Island</option> <option value="MP" label="Northern Mariana Is">Northern Mariana Is</option> <option value="OM" label="Oman">Oman</option> <option value="PK" label="Pakistan">Pakistan</option> <option value="PW" label="Palau">Palau</option> <option value="PA" label="Panama">Panama</option> <option value="PG" label="Papua new Guinea">Papua new Guinea</option> <option value="PY" label="Paraguay">Paraguay</option> <option value="PE" label="Peru">Peru</option> <option value="PH" label="Philippines">Philippines</option> <option value="PN" label="Pitcairn Island">Pitcairn Island</option> <option value="PL" label="Poland">Poland</option> <option value="PT" label="Portugal">Portugal</option> <option value="PR" label="Puerto Rico">Puerto Rico</option> <option value="QA" label="Qatar">Qatar</option> <option value="CG" label="Republic of the Congo">Republic of the Congo</option> <option value="RE" label="Reunion">Reunion</option> <option value="RO" label="Romania">Romania</option> <option value="RU" label="Russia">Russia</option> <option value="RW" label="Rwanda">Rwanda</option> <option value="SH" label="Saint Helena">Saint Helena</option> <option value="KN" label="Saint Kitts And Nevis">Saint Kitts And Nevis</option> <option value="LC" label="Saint Lucia">Saint Lucia</option> <option value="PM" label="Saint Pierre and Miquelon">Saint Pierre and Miquelon</option> <option value="VC" label="Saint Vincent And The Grenadines">Saint Vincent And The Grenadines</option> <option value="WS" label="Samoa">Samoa</option> <option value="SM" label="San Marino">San Marino</option> <option value="ST" label="Sao Tome and Principe">Sao Tome and Principe</option> <option value="SA" label="Saudi Arabia">Saudi Arabia</option> <option value="SN" label="Senegal">Senegal</option> <option value="rs" label="Serbia">Serbia</option> <option value="SC" label="Seychelles">Seychelles</option> <option value="SL" label="Sierra Leone">Sierra Leone</option> <option value="SG" label="Singapore">Singapore</option> <option value="SK" label="Slovakia">Slovakia</option> <option value="SI" label="Slovenia">Slovenia</option> <option value="SB" label="Solomon Islands">Solomon Islands</option> <option value="SO" label="Somalia">Somalia</option> <option value="ZA" label="South Africa">South Africa</option> <option value="GS" label="South Georgia & The S. Sandwich Is">South Georgia & The S. Sandwich Is</option> <option value="ES" label="Spain">Spain</option> <option value="LK" label="Sri Lanka">Sri Lanka</option> <option value="SR" label="Suriname">Suriname</option> <option value="SJ" label="Svalbard And Jan Mayen Is">Svalbard And Jan Mayen Is</option> <option value="SZ" label="Swaziland">Swaziland</option> <option value="SE" label="Sweden">Sweden</option> <option value="CH" label="Switzerland">Switzerland</option> <option value="TW" label="Taiwan">Taiwan</option> <option value="TJ" label="Tajikistan">Tajikistan</option> <option value="TZ" label="Tanzania">Tanzania</option> <option value="TH" label="Thailand">Thailand</option> <option value="TL" label="Timor-Leste">Timor-Leste</option> <option value="TG" label="Togo">Togo</option> <option value="TK" label="Tokelau">Tokelau</option> <option value="TO" label="Tonga">Tonga</option> <option value="TT" label="Trinidad And Tobago">Trinidad And Tobago</option> <option value="TN" label="Tunisia">Tunisia</option> <option value="TR" label="Turkey">Turkey</option> <option value="TC" label="Turks And Caicos Is">Turks And Caicos Is</option> <option value="TM" label="Turkmenistan">Turkmenistan</option> <option value="TV" label="Tuvalu">Tuvalu</option> <option value="UG" label="Uganda">Uganda</option> <option value="UA" label="Ukraine">Ukraine</option> <option value="AE" label="United Arab Emirates">United Arab Emirates</option> <option value="GB" label="United Kingdom">United Kingdom</option> <option value="UM" label="United States Minor Outlying Is">United States Minor Outlying Is</option> <option value="UY" label="Uruguay">Uruguay</option> <option value="UZ" label="Uzbekistan">Uzbekistan</option> <option value="VU" label="Vanuatu">Vanuatu</option> <option value="VA" label="Vatican City State (Holy See)">Vatican City State (Holy See)</option> <option value="VE" label="Venezuela">Venezuela</option> <option value="VN" label="Vietnam">Vietnam</option> <option value="VG" label="Virgin Islands (British)">Virgin Islands (British)</option> <option value="VI" label="Virgin Islands (US)">Virgin Islands (US)</option> <option value="WF" label="Wallis And Futuna Islands">Wallis And Futuna Islands</option> <option value="EH" label="Western Sahara">Western Sahara</option> <option value="YE" label="Yemen">Yemen</option> <option value="ZM" label="Zambia">Zambia</option> <option value="ZW" label="Zimbabwe">Zimbabwe</option> </select> <label for="CompanyCountry_inline" class="screen-reader-only">Select your Country</label> <span class="error-msg body-fine" id="CompanyCountry-errMsg_inline" aria-live="assertive">Select your Country</span> </div> <div id="field-company-state-jp" class="field-company-state"> <select class="select-company-state-jp subscribe__field-info" data-error-id="CompanyStateJP-errMsg_inline" id="CompanyStateJP_inline" name="CompanyState" aria-required="false" aria-describedby="CompanyCountryJP-errMsg" autocomplete="address-level1" required disabled> <option label="State/province" selected value="">State/province</option> <option value="Hokkaido" label="北海道 - Hokkaido">北海道 – Hokkaido</option> <option value="Aomori" label="青森県 - Aomori">青森県 – Aomori</option> <option value="Iwate" label="岩手県 - Iwate">岩手県 – Iwate</option> <option value="Miyagi" label="宮城県 - Miyagi">宮城県 – Miyagi</option> <option value="Akita" label="秋田県 - Akita">秋田県 – Akita</option> <option value="Yamagata" label="山形県 - Yamagata">山形県 – Yamagata</option> <option value="Fukushima" label="福島県 - Fukushima">福島県 – Fukushima</option> <option value="Ibaraki" label="茨城県 - Ibaraki">茨城県 – Ibaraki</option> <option value="Tochigi" label="栃木県 - Tochigi">栃木県 – Tochigi</option> <option value="Gunma" label="群馬県 - Gunma">群馬県 – Gunma</option> <option value="Saitama" label="埼玉県 - Saitama">埼玉県 – Saitama</option> <option value="Chiba" label="千葉県 - Chiba">千葉県 – Chiba</option> <option value="Tokyo" label="東京都 - Tokyo">東京都 – Tokyo</option> <option value="Kanagawa" label="神奈川県 - Kanagawa">神奈川県 – Kanagawa</option> <option value="Niigata" label="新潟県 - Niigata">新潟県 – Niigata</option> <option value="Toyama" label="富山県 - Toyama">富山県 – Toyama</option> <option value="Ishikawa" label="石川県 - Ishikawa">石川県 – Ishikawa</option> <option value="Fukui" label="福井県 - Fukui">福井県 – Fukui</option> <option value="Yamanashi" label="山梨県 - Yamanashi">山梨県 – Yamanashi</option> <option value="Nagano" label="長野県 - Nagano">長野県 – Nagano</option> <option value="Gifu" label="岐阜県 - Gifu">岐阜県 – Gifu</option> <option value="Shizuoka" label="静岡県 - Shizuoka">静岡県 – Shizuoka</option> <option value="Aichi" label="愛知県 - Aichi">愛知県 – Aichi</option> <option value="Mie" label="三重県 - Mie">三重県 – Mie</option> <option value="Shiga" label="滋賀県 - Shiga">滋賀県 – Shiga</option> <option value="Kyoto" label="京都府 - Kyoto">京都府 – Kyoto</option> <option value="Osaka" label="大阪府 - Osaka">大阪府 – Osaka</option> <option value="Hyogo" label="兵庫県 - Hyogo">兵庫県 – Hyogo</option> <option value="Nara" label="奈良県 - Nara">奈良県 – Nara</option> <option value="Wakayama" label="和歌山県 - Wakayama">和歌山県 – Wakayama</option> <option value="Tottori" label="鳥取県 - Tottori">鳥取県 – Tottori</option> <option value="Shimane" label="島根県 - Shimane">島根県 – Shimane</option> <option value="Okayama" label="岡山県 - Okayama">岡山県 – Okayama</option> <option value="Hiroshima" label="広島県 - Hiroshima">広島県 – Hiroshima</option> <option value="Yamaguchi" label="山口県 - Yamaguchi">山口県 – Yamaguchi</option> <option value="Tokushima" label="徳島県 - Tokushima">徳島県 – Tokushima</option> <option value="Kagawa" label="香川県 - Kagawa">香川県 – Kagawa</option> <option value="Ehime" label="愛媛県 - Ehime">愛媛県 – Ehime</option> <option value="Kochi" label="高知県 - Kochi">高知県 – Kochi</option> <option value="Fukuoka" label="福岡県 - Fukuoka">福岡県 – Fukuoka</option> <option value="Saga" label="佐賀県 - Saga">佐賀県 – Saga</option> <option value="Nagasaki" label="長崎県 - Nagasaki">長崎県 – Nagasaki</option> <option value="Kumamoto" label="熊本県 - Kumamoto">熊本県 – Kumamoto</option> <option value="Oita" label="大分県 - Oita">大分県 – Oita</option> <option value="Miyazaki" label="宮崎県 - Miyazaki">宮崎県 – Miyazaki</option> <option value="Kagoshima" label="鹿児島県 - Kagoshima">鹿児島県 – Kagoshima</option> <option value="Okinawa" label="沖縄県 - Okinawa">沖縄県 – Okinawa</option> </select> <label for="CompanyStateJP_inline" class="screen-reader-only">Select a state/province</label> <span class="error-msg body-fine" id="CompanyStateJP-errMsg_inline" aria-live="assertive">Select a state/province</span> </div> <div id="field-company-state-ca" class="field-company-state"> <select class="select-company-state-ca subscribe__field-info" data-error-id="CompanyStateCA-errMsg_inline" id="CompanyStateCA_inline" name="CompanyState" aria-required="false" aria-describedby="CompanyCountryCA-errMsg" autocomplete="address-level1" required disabled> <option label="State/province" selected value="">State/province</option> <option value="AB" label="Alberta">Alberta</option> <option value="BC" label="British Columbia">British Columbia</option> <option value="MB" label="Manitoba">Manitoba</option> <option value="NB" label="New Brunswick">New Brunswick</option> <option value="NL" label="Newfoundland">Newfoundland</option> <option value="NT" label="Northwest Territories">Northwest Territories</option> <option value="NS" label="Nova Scotia">Nova Scotia</option> <option value="NU" label="Nunavut">Nunavut</option> <option value="ON" label="Ontario">Ontario</option> <option value="PE" label="Prince Edward Island">Prince Edward Island</option> <option value="QC" label="Quebec">Quebec</option> <option value="SK" label="Saskatchewan">Saskatchewan</option> <option value="YT" label="Yukon">Yukon</option> </select> <label for="CompanyStateCA_inline" class="screen-reader-only">Select a state/province</label> <span class="error-msg body-fine" id="CompanyStateCA-errMsg_inline" aria-live="assertive">Select a state/province</span> </div> <div id="field-company-state-usa" class="field-company-state"> <select class="select-company-state-usa subscribe__field-info" data-error-id="CompanyStateUSA-errMsg_inline" id="CompanyStateUSA_inline" name="CompanyState" aria-required="false" aria-describedby="CompanyCountryUSA-errMsg" autocomplete="address-level1" required disabled> <option label="State/province" selected value="">State/province</option> <option value="AL" label="Alabama">Alabama</option> <option value="AK" label="Alaska">Alaska</option> <option value="AZ" label="Arizona">Arizona</option> <option value="AR" label="Arkansas">Arkansas</option> <option value="CA" label="California">California</option> <option value="CO" label="Colorado">Colorado</option> <option value="CT" label="Connecticut">Connecticut</option> <option value="DE" label="Delaware">Delaware</option> <option value="DC" label="District of Columbia">District of Columbia</option> <option value="FL" label="Florida">Florida</option> <option value="GA" label="Georgia">Georgia</option> <option value="HI" label="Hawaii">Hawaii</option> <option value="ID" label="Idaho">Idaho</option> <option value="IL" label="Illinois">Illinois</option> <option value="IN" label="Indiana">Indiana</option> <option value="IA" label="Iowa">Iowa</option> <option value="KS" label="Kansas">Kansas</option> <option value="KY" label="Kentucky">Kentucky</option> <option value="LA" label="Louisiana">Louisiana</option> <option value="ME" label="Maine">Maine</option> <option value="MD" label="Maryland">Maryland</option> <option value="MA" label="Massachusetts">Massachusetts</option> <option value="MI" label="Michigan">Michigan</option> <option value="MN" label="Minnesota">Minnesota</option> <option value="MS" label="Mississippi">Mississippi</option> <option value="MO" label="Missouri">Missouri</option> <option value="MT" label="Montana">Montana</option> <option value="NE" label="Nebraska">Nebraska</option> <option value="NV" label="Nevada">Nevada</option> <option value="NH" label="New Hampshire">New Hampshire</option> <option value="NJ" label="New Jersey">New Jersey</option> <option value="NM" label="New Mexico">New Mexico</option> <option value="NY" label="New York">New York</option> <option value="NC" label="North Carolina">North Carolina</option> <option value="ND" label="North Dakota">North Dakota</option> <option value="OH" label="Ohio">Ohio</option> <option value="OK" label="Oklahoma">Oklahoma</option> <option value="OR" label="Oregon">Oregon</option> <option value="PA" label="Pennsylvania">Pennsylvania</option> <option value="RI" label="Rhode Island">Rhode Island</option> <option value="SC" label="South Carolina">South Carolina</option> <option value="SD" label="South Dakota">South Dakota</option> <option value="TN" label="Tennessee">Tennessee</option> <option value="TX" label="Texas">Texas</option> <option value="UT" label="Utah">Utah</option> <option value="VT" label="Vermont">Vermont</option> <option value="VA" label="Virginia">Virginia</option> <option value="WA" label="Washington">Washington</option> <option value="WV" label="West Virginia">West Virginia</option> <option value="WI" label="Wisconsin">Wisconsin</option> <option value="WY" label="Wyoming">Wyoming</option> </select> <label for="CompanyStateUSA_inline" class="screen-reader-only">Select a state/province</label> <span class="error-msg body-fine" id="CompanyStateUSA-errMsg_inline" aria-live="assertive">Select a state/province</span> </div> </div> <div class="subscribe__privacy" role="group" aria-label="Privacy Statement Agreement"> <div class="privacy-text last"> <p class="body-fine"> <b>Yes,</b> I would like to receive the Salesblazer newsletter as well as marketing emails regarding Salesforce products, services, and events. I can unsubscribe at any time. </p> </div> <div class="privacy-text last"> <div id="js-checkbox-disclaimer" class="explicit"> <div class="checkbox-accept-div"> <div class="checkbox-accept"> <input data-error-id="Accept_Terms__c-errMsg" class="checkbox-accept-terms" type="checkbox" id="Accept_Terms__c" name="Accept_Terms__c"> </div> <div class="checkbox-accept-label"> <label class="body-fine" for="Accept_Terms__c"> I agree to the <a href="https://www.salesforce.com/jp/company/privacy/full_privacy/" target="_blank">Privacy Statement</a> and to the <a href="https://www.salesforce.com/jp/company/privacy-notification-a3/" target="_blank">handling of my personal information</a>. In particular, I consent to the transfer of my personal information to other countries, including the United States, for the purpose of hosting and processing the information as set forth in the Privacy Statement. <a href="#" class="readMoreLink" data-toggle="collapse" data-target=".readMoreCollapse">Learn More</a> <div class="collapse readMoreCollapse"> I understand that these countries may not have the same data protection laws as the country from which I provide my personal information. For more information, click <a href="https://www.salesforce.com/jp/company/privacy/full_privacy/" target="_blank">here.</a> </div> </label> </div> <div class="clear-both"></div> </div> <div class="privacy-text-error-div"> <span class="error-msg body-fine privacy-text-error-msg" id="Accept_Terms__c-errMsg_modal"> Please read and agree to the Master Subscription Agreement </span> </div> </div> <div id="js-disclaimer-language" class="privacy-text"> <p class="body-fine"> By registering, you confirm that you agree to the processing of your personal data by Salesforce as described in the <a href="https://www.salesforce.com/company/privacy/full_privacy/" target="_blank">Privacy Statement</a>. </p> </div> </div> </div> <div class="btn-container"> <button name="Subscribe" type="submit" class="btn btn-primary btn-submit" formnovalidate> Sign up now </button> </div> </div> </form> </div> <div class="subscribe-success-v2 subscribe-success-v2--inline"> <h2 class="subscribe-success__title" aria-live="assertive"> Thanks, you’re subscribed! </h2> </div> <img decoding="async" class="subscribe-success-v2__right-image" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/assets/images/rbn-right-sales.png" alt=""> </div> <h2 class="wp-block-heading" id="How-to-coach-and-develop-your-sales-team">How to coach and develop your sales team</h2> <p>In addition to the required technical skills and product knowledge, top salespeople must also possess certain soft skills — active listening, emotional intelligence, and self-awareness, to name a few. These can take time to develop. Buyers want to work with someone who understands them and who can actually solve their problem. Great sellers must first understand the needs of the customer to do this. And this is where coaching can make a difference.</p> <p>So, where should you start?</p> <p>First, look at your <a href="https://www.salesforce.com/resources/guides/data-strategy-playbook/act/" target="_blank" rel=" noopener">sales data</a>. Pretty quickly, you’ll get an idea of the areas you need to improve. Talk with your team and ask about how they’re currently addressing challenges. You can do this as a group, individually, or both. This is an opportunity for you to understand where they’re struggling and why. Then, you can share insights from your own sales experience, discuss <a href="https://www.salesforce.com/blog/sales-closing-techniques/" target="_blank" rel=" noopener">sales techniques</a>, and create a plan for improvement.</p> <p>Next, decide what goals you want reps to meet, a realistic timeframe in which they can accomplish them, and a plan for making it happen. You can create team goals as well as individual ones. Be sure to measure their progress — something easily done with <a href="https://www.salesforce.com/blog/sales-dashboard-examples/" target="_blank" rel=" noopener">dashboards</a> and incentive programs — and stay consistent with coaching to see results. If weekly, one-on-one training sessions are stretching you thin, technology solutions (such as <a href="https://www.salesforce.com/sales/conversation-intelligence/" target="_blank" rel=" noopener">AI-generated insights)</a> can help you do more with less.</p> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <h2 class="wp-block-heading" id="10-sales-coaching-techniques">10 sales coaching techniques</h2> <p>Hiring an outside sales coach to review strategy and offer feedback to your team is a long-term investment in increasing your win rate. But if you want to improve your team’s performance right away, these sales coaching strategies are a great place to start.</p> <h3 class="wp-block-heading">1. Focus on rep wellbeing</h3> <p>Many sellers (70%) say that they struggle with mental health, according to the <a href="https://saleshealthalliance.com/2024-state-of-mental-health-in-sales/" target="_blank" rel=" noopener">2024 State of Mental Health in Sales</a> report. Burnout, an “always on” work ethic, and isolation can affect your reps’ mental health — and impact their sales performance.</p> <p>You can alleviate this in a couple of ways. First, create boundaries for your team. Set clear work hours and urge reps not to schedule sales or internal calls outside of these hours. Also, be clear about when reps should be checking internal messages and when they can sign off.</p> <p><a href="https://www.linkedin.com/in/scoremoresales/" target="_blank" rel=" noopener">Lori Richardson</a>, founder of sales training company, Score More Sales, advises managers to address this head-on by asking reps about their wellbeing during weekly one-on-ones. “I like to ask open-ended questions about the past week,” she said. “Questions like, ‘How did it go?’ and ‘What was it like?’ are good first steps. Then, you need to listen.”</p> <p>When the rep is done sharing their reflection, Richardson suggests restating the main points to ensure you’re on the same page. If necessary, ask for clarity so you fully understand what’s affecting their state of mind. Also, she urges: Don’t judge. The level of comfort required for sharing in these scenarios can only exist if you don’t jump to judgment.</p> <h3 class="wp-block-heading">2. Build trust with authentic stories</h3> <p>For sales coaching to work, sales managers must earn reps’ trust. This allows the individual to be open about performance challenges. The best way to start is by sharing personal and professional stories.</p> <p>These anecdotes should be authentic, revealing fault and weakness as much as success. There are two goals here: Support reps with relatable stories so they know they’re not struggling alone, and let them know there are ways to address and overcome challenges.</p> <p>For example, a seasoned manager might share details about their first failed sales call as a cautionary tale, highlighting poor preparation, aggressive posturing, and lack of empathy during the conversation. This would be followed by steps the manager took to fix these mistakes, like <a href="https://trailhead.salesforce.com/content/learn/modules/cold-calling-for-sales?trailmix_creator_id=salescloudofficial&trailmix_slug=account-executive-ae" target="_blank" rel=" noopener">call rehearsing</a> and early-stage research into the prospect’s background, business, position, and pain points.</p> <h3 class="wp-block-heading">3. Record and review sales calls</h3> <p>Once upon a time, sales reps learned by shadowing tenured salespeople. While this is still done, it’s inefficient and often untenable for virtual sales teams.</p> <p>To give sales reps the guidance and coaching they need to improve sales calls, deploy an intuitive conversation recording and analysis tool like <a href="https://www.salesforce.com/products/sales-cloud/tools/einstein-conversation-insights/" target="_blank" rel=" noopener">Einstein Conversation Insights</a> (ECI). You can analyze sales call conversations, track keywords to identify market trends, and share successful calls to help coach existing reps and accelerate onboarding for new reps. Curate both “best of” and “what not to do” examples so reps have a sense of where the guide rails are.</p> <h3 class="wp-block-heading">4. Encourage self-evaluation</h3> <p>During post-call debriefs, skill assessments, or routine coaching during one-on-ones, it’s critical to have the salesperson self-evaluate. As a sales manager, you may only be with the rep one or two days a month. Given this disconnect, the goal is to encourage the sales rep to evaluate their own performance and build self-improvement goals around these observations.</p> <p>There are two important components to this. First, avoid jumping directly into feedback during your interactions. Relax and take a step back. Let the sales rep self-evaluate.</p> <p>Second, be ready to prompt your reps with open-ended questions to help guide their self-evaluation. Consider questions like:</p> <ul class="wp-block-list"> <li>What were your big wins over the last week/quarter?</li> <li>What were your biggest challenges and where did they come from?</li> <li>How did you address obstacles to sales closings?</li> <li>What have you learned about both your wins and losses?</li> <li>What happened during recent calls that didn’t go as well as you’d like? What would you do differently next time?</li> </ul> <p>Reps who can assess what they do well and where they can improve ultimately become more self-aware. Self-awareness is the gateway to self-confidence, which can help lead to more consistent sales.</p> <h3 class="wp-block-heading">5. Let your reps set their own goals</h3> <p>Immediate improvement is great to see, but you really want to focus on long-term results. In my experience, reps who participate in a comprehensive coaching program typically see higher gains than those who don’t. This falls in line with self-evaluation. Effective sales coaches don’t set focus areas for their salespeople; they let reps set this for themselves.</p> <p>During your one-on-ones, see if there’s an important area each rep wants to focus on and go with their suggestion (recommending adjustments as needed to ensure their goals align with those of the company). This creates a stronger desire to improve, as it’s the rep who is making the commitment. Less effective managers will pick improvement goals for their reps, then wonder why they don’t get buy-in.</p> <p>For instance, a rep who identifies a tendency to be overly chatty in sales calls might set a goal to listen more. To help, they could record their calls and review the listen-to-talk ratio. Based on their findings, they could set a clear goal metric and timeline — for example, achieve a 60/40 listen-to-talk ratio in four weeks.</p> <p>However, Richardson does have one note of caution. “Reps don’t have all the answers. Each seller has strengths and gaps,” she said. “A strong manager can identify those strengths and gaps, and help reps fill in the missing pieces.”</p> <h3 class="wp-block-heading">6. Focus on one improvement at a time</h3> <p>For sales coaching to be effective, work with the rep to improve one area at a time instead of multiple areas simultaneously. With the former, you see acute focus and measurable progress. With the latter, you end up with frustrated, stalled-out reps pulled in too many directions.</p> <p>Here’s an example: Let’s say your rep is struggling with sales call openings. They let their nerves get the best of them and fumble through rehearsed intros. Over the course of a year, encourage them to practice different kinds of openings with other reps. Review their calls and offer insight. Ask them to regularly assess their comfort level with call openings during one-on-ones. Over time, you will see their focus pay off.</p> <h3 class="wp-block-heading">7. Ask each rep to create an action plan</h3> <p>Open questioning during one-on-ones creates an environment where a sales rep can surface methods to achieve their goals. To make this concrete, have the sales rep write out a plan of action that incorporates these methods. This plan should outline achievable steps to a desired goal with a clearly defined timeline. Be sure you upload it to your <a href="https://www.salesforce.com/blog/what-is-crm-your-business-nerve-center-blog/" target="_blank" rel=" noopener">CRM</a> as an attachment or use a tool like <a href="https://www.salesforce.com/slack/" target="_blank" rel=" noopener">Slack</a> to create a collaborative document editable by both manager and rep. Have reps create the plan after early-quarter one-on-ones and check in monthly to gauge progress (more on that in the next step).</p> <p>Here’s what a basic action plan might look like:</p> <p><strong>Main goal:</strong> Complete 10 sales calls during the last week of the quarter</p> <p><strong>Steps:</strong></p> <ul class="wp-block-list"> <li><strong>Week 1:</strong> Identify 20-25 prospects</li> <li><strong>Week 2:</strong> Make qualifying calls</li> <li><strong>Week 3:</strong> Conduct needs analysis (discovery) calls, prune list, and schedule sales calls with top <a href="https://www.salesforce.com/resources/articles/what-is-sales-prospecting/" target="_blank" rel=" noopener">prospects</a></li> <li><strong>Week 4:</strong> Lead <a href="https://www.salesforce.com/resources/articles/sales-call/" target="_blank" rel=" noopener">sales calls</a> and close deals</li> </ul> <p>The power of putting pen to paper here is twofold. First, it forces the sales rep to think through their plan of action. Second, it crystallizes their thinking and cements their commitment to action.</p> <h3 class="wp-block-heading">8. Hold your rep accountable</h3> <p>As businessman Louis Gerstner, Jr. wrote in “<a href="https://www.harpercollins.com/products/who-says-elephants-cant-dance-louis-v-gerstner?variant=32207470264354" target="_blank" rel=" noopener">Who Says Elephants Can’t Dance?</a>“, “people respect what you inspect.” The effective manager understands that once the plan of action is in place, their role as coach is to hold the sales rep accountable for following through on their commitments. To support them, a manager should ask questions during one-on-ones such as:</p> <ul class="wp-block-list"> <li>What measurable progress have you made this week/quarter?</li> <li>What challenges are you facing?</li> <li>How do you plan to overcome these challenges?</li> </ul> <p>You can also review rep activity in your CRM. This is especially easy if you have a <a href="https://www.salesforce.com/products/sales-cloud/tools/high-velocity-sales/" target="_blank" rel=" noopener">platform</a> that combines automatic activity logging, easy pipeline inspection, and task lists with reminders. If you need to follow up, don’t schedule another meeting. Instead, send your rep a quick note via email or a messaging tool like Slack to level-set.</p> <h3 class="wp-block-heading">9. Offer professional development opportunities</h3> <p>According to a study by LinkedIn, <a href="https://learning.linkedin.com/resources/workplace-learning-report" target="_blank" rel=" noopener">seven in 10 people</a> say learning improves their sense of connection to their organization. When companies make an effort to feed their employees’ growth, it’s a win-win. Productivity increases and employees are engaged in their work.</p> <p>Book clubs, seminars, internal training sessions, and courses are all great development opportunities. If tuition reimbursement or sponsorship is possible, articulate this up front so reps know about all available options.</p> <p>Richardson adds <a href="https://www.salesforce.com/resources/podcasts/" target="_blank" rel=" noopener">podcasts</a> to the list. “Get all of your salespeople together to talk about a podcast episode that ties into sales,” she said. “Take notes, pull key takeaways and action items, and share a meeting summary the next day with the group. I love that kind of peer engagement. It’s so much better than watching a dull training video.”</p> <h3 class="wp-block-heading">10. Set up time to share failures — and celebrations</h3> <p>In my experience, failure can be a valuable learning opportunity. But as Richardson points out, a lot of coaches rescue their reps before they can learn from mistakes: “Instead of letting them fail, they try to save an opportunity,” she said. “But that’s not scalable and doesn’t build confidence in the rep.”</p> <p>Instead, give your reps the freedom to make mistakes and offer them guidance to grow through their failures. Set up a safe space where reps can share their mistakes and learnings with the larger team — then encourage each rep to toss those mistakes on a metaphorical bonfire so they can move on.</p> <p>By embracing failure as a learning opportunity, you also minimize the likelihood of repeating the same mistakes. Encourage your reps to document the circumstances that led to a missed opportunity or lost deal. Review calls to pinpoint where conversations go awry. Study failure, and you might be surprised by the insights that emerge.</p> <p>Also — and equally as important — make space for celebrating big wins. This cements best practices and offers <a href="https://www.forbes.com/sites/forbesbusinesscouncil/2024/01/30/how-to-keep-employees-motivated--connected-to-your-businesss-mission/?sh=48866a3a5d65" target="_blank" rel=" noopener">positive reinforcement</a>, which motivates reps to work harder to hit (or exceed) <a href="https://www.salesforce.com/blog/sales-quotas/">quota.</a></p> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <div class="layout-nine wp-block-salesforce-blog-offer"> <div class="wp-block-offer__wrapper"> <div class="wp-block-offer__content"> <h2 class="wp-block-offer__title">Join the Salesblazer movement</h2> <p class="wp-block-offer__description">We’re building the largest and most successful community of sales professionals, so you can learn, connect, and grow. </p> <div class="wp-block-button"> <a class="wp-block-button__link" target="_blank" href="https://join.slack.com/t/salesblazer-community/shared_invite/zt-2lhtznhr5-U_C2kO0OmQaNk7LyOE2jSA">Get started</a> </div> </div> <div class="wp-block-offer__media"> </div> </div> <div class="wp-block-offer__graphics wp-block-offer__contour"></div>  <img decoding="async" class="wp-block-offer__graphics wp-block-offer__illustration" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/offer-block/offer-illustration-layout-nine.png" alt="">    </div> <h2 class="wp-block-heading" id="Examples-of-sales-coaching">Examples of sales coaching</h2> <p>When I coach salespeople, I don’t focus on immediate results because learning the necessary skills takes time. Instead, I focus on developing the fundamentals using frameworks, like active recall and spaced repetition, to build long-term muscle memory. With regular practice, your approach will start to become second nature — natural and authentic.</p> <p>It’s the same in sports. Once you have the fundamentals down, it’s much easier to adjust and develop your own style. You don’t get to the Olympics the first time you step on a tennis court. Gold-medal winners put in countless hours of practice, perfecting their skills.</p> <p>There are a few different ways to approach sales coaching. Usually, it’s a combination of different methods. Here are a few examples:</p> <p><strong>Online training portal models: </strong>These are short, instructional videos of every need-to-know sales process. They’re effective because they’re digestible enough that sales reps can come back and revisit them anytime they need a quick brush up. And every time you rewatch a module, it hits a little bit differently depending on what you’re working on. You typically learn something new that you may have missed the first time around. Topics include things like: <a href="https://www.salesforce.com/blog/cold-calling-tips/" target="_blank" rel=" noopener">how to make cold calls</a> and write cold emails, how to run discovery, and how to move a deal to close.</p> <p><strong>Frameworks:</strong> Templates for common sales frameworks are available online and can be downloaded and customized based on your goals. For example, if you want to work on <a href="https://www.salesforce.com/blog/6-techniques-for-effective-objection-handling-blog/">handling obje</a><a href="https://www.salesforce.com/blog/6-techniques-for-effective-objection-handling-blog/" target="_blank" rel=" noopener">c</a><a href="https://www.salesforce.com/blog/6-techniques-for-effective-objection-handling-blog/">tions</a>, a framework can help you get started. It provides an outline you can learn from, including how to prep before speaking to the prospect — and what to do when obstacles arise. There are common patterns in sales, and frameworks can help you recognize them and prepare for any situation.</p> <p><strong>Asset reviews:</strong> After reviewing a rep’s performance, a sales coach may outline strategies for success and offer personalized feedback based on their unique challenges.</p> <p><strong>Shadowing and role playing:</strong> A coach may shadow a rep on their sales calls — or listen to past recordings — and offer expert feedback and strategies for improvement. Coaches can also facilitate role-playing exercises to evaluate how effectively a rep applies a sales strategy and critique areas they could improve.</p> <p><strong>Follow-up support:</strong> Finally, a sales coach may offer additional or ongoing coaching support over <a href="https://www.salesforce.com/slack/" target="_blank" rel=" noopener">Slack,</a> phone calls, and email — whatever form of communication that the rep prefers.</p> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <h2 class="wp-block-heading" id="How-to-measure-sales-coaching-effectiveness">How to measure sales coaching effectiveness</h2> <p>To know if coaching is effective, you need to compare <a href="https://www.salesforce.com/blog/sales-kpis/" target="_blank" rel=" noopener">sales performance metrics</a> before and after. Tracking metrics helps you identify where you’ve improved — and what could use more attention.</p> <p>Some of the metrics you should look at include:</p> <ul class="wp-block-list"> <li><strong>Number of sales: </strong>Data points that represent an individual or team’s performance</li> <li><strong>Amount of revenue: </strong>The income generated from sales</li> <li><strong>Average deal size: </strong>The average amount of money a client spends on your product or service</li> <li><strong>Conversion rate: </strong>The number of leads that are converted into sales divided by the number of qualified leads</li> <li><strong>Sales cycle length: </strong>The total number of days it takes for a deal to close divided by the total number of closed deals.</li> </ul> <p>Don’t expect immediate results. After implementing a coaching plan, the initial assessment period should last between one and two months. That gives enough time to gather feedback and notice behavioral changes or attitude shifts in the sales team.</p> <p>The long-term effect of sales coaching becomes evident after six months to a year. If the coaching is effective, you should see more closed deals, revenue growth, and improved performance among your team.</p> <p>A coach can also assess team and individual progress and provide sales managers with feedback. Through shadowing and observation, coaches will have a good sense of how much reps’ sales techniques have improved (or not) and be able to offer a detailed assessment.</p> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <h2 class="wp-block-heading" id="Sales-coaching-tools-you-should-be-using">Sales-coaching tools you should be using</h2> <p>Some <a href="https://www.salesforce.com/resources/research-reports/state-of-sales/?d=7013y000002m7AqAAI&nc=7013y000002m7AlAAI%20" target="_blank" rel=" noopener">75% of sales professionals</a> have confidence in their sales organization’s ability to re-skill their reps. However, sales managers need the right tools and resources to coach their team effectively. In addition to personalized sales coaching, I recommend implementing some of the following tools:</p> <ul class="wp-block-list"> <li><strong>Sales cadences (in Sales Cloud):</strong> Help your sellers <a href="https://www.salesforce.com/sales/engagement-platform/" target="_blank" rel=" noopener">customize their workflows</a> with AI recommendations and step-by-step instructions for how to prospect. This can help them gain confidence and consistency when conducting sales activities.</li> <li><strong>Einstein conversation insights:</strong> Improve your team’s performance with <a href="https://www.salesforce.com/sales/conversation-intelligence/" target="_blank" rel=" noopener">coachable moments</a> based on customer interactions, trends, and more. Call summaries are a great tool to pinpoint specific areas for improvement and what’s working well.</li> <li><strong>Sales performance management:</strong> <a href="https://www.salesforce.com/sales/performance-management/" target="_blank" rel=" noopener">Empower your reps to close deals faster</a> with real-time visibility into commission trends, performance data, and personalized analytics. By outlining goals and highlighting progress, you can hold your team accountable and celebrate wins.</li> <li><strong>SPIFF programs:</strong> Improve departmental alignment and boost your reps’ confidence with achievable <a href="https://www.salesforce.com/sales/incentive-compensation-management/" target="_blank" rel=" noopener">compensation plans</a> optimized for revenue growth.</li> <li><strong>Slack:</strong> Use <a href="https://www.salesforce.com/slack/" target="_blank" rel=" noopener">communication tools</a> to check in with individual reps or your whole team anytime, anywhere. Creating an atmosphere that encourages regular communication can help reps feel empowered to ask questions, get help, or seek advice.</li> </ul> <p>[<a href="#h-what-you-ll-learn">Back to top</a>]</p> <h2 class="wp-block-heading">Create good sales habits for better performance</h2> <p>The results of coaching won’t happen overnight. It takes dedication, a desire to improve, and the right tools and time to develop good habits. There are many resources available for sales leaders interested in developing their coaching. But when my clients ask, “What’s the one thing I can do to help my sales team develop their skills?” I tell them that it almost always comes down to habits. Most salespeople have ineffective habits. But they can overcome this with coaching, discipline, time, and a dedicated routine for success.</p> <div class="layout-one wp-block-salesforce-blog-offer"> <div class="wp-block-offer__wrapper"> <div class="wp-block-offer__content"> <h2 class="wp-block-offer__title">Never miss another red flag in a sales call</h2> <p class="wp-block-offer__description">See how Einstein Conversation Insights assists you in sales calls — with intel into what customers are saying. </p> <div class="wp-block-button"> <a class="wp-block-button__link" target="_blank" href="https://www.salesforce.com/form/sales/einstein-conversation-insights-demo/?d=7013y000000aG9kAAE&nc=7013y000000aG75AAE">Watch the demo</a> </div> </div> <div class="wp-block-offer__media"> </div> </div> <div class="wp-block-offer__graphics wp-block-offer__contour"></div>  <img decoding="async" class="wp-block-offer__graphics wp-block-offer__illustration" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/offer-block/offer-illustration-layout-one.png" alt="">  <img decoding="async" class="wp-block-offer__graphics wp-block-offer__accent" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/offer-block/offer-accent-layout-one.png" alt="">   <img decoding="async" class="wp-block-offer__graphics wp-block-offer__cloud" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/offer-block/offer-cloud-layout-one.png" alt=""> </div> <script type="text/javascript">window.NREUM||(NREUM={});NREUM.info={"beacon":"bam.nr-data.net","licenseKey":"NRJS-d1aad62634166c22251","applicationID":"757607623","transactionName":"ZFJQZEdYV0AFVRUNXl0Yc1NBUFZdS0UIClZfUg==","queueTime":0,"applicationTime":215,"atts":"SBVTEg9CRE4=","errorBeacon":"bam.nr-data.net","agent":""}</script><link rel="stylesheet" type="text/css" href="/jByD50WKD/n5kGr/gsNw/V2V5/fG81LQ/F2/RzVw1HRRdY"> <script src="/jByD50WKD/n5kGr/gsNw/V2V5/fG81LQ/Cl/siUARwIkQo" async defer></script> <div id="sec-overlay" style="display:none;"> <div id="sec-container"> </div> </div></body></html> </div> <div class="post__social post__social--v2 post__social--has-title post__social--bottom"> <h2 class="screen-reader-mobile-only post__social-title">Share article</h2> <ul class="social-nav social-nav-v2"> <li class="social-nav__item"> <a aria-label="Share on LinkedIn (Opens in a new tab)" href="http://www.linkedin.com/shareArticle?mini=true&url=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&title=Sales%20Coaching%3A%2010%20Straightforward%20Tips%20That%20Work" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="21" height="21" fill="none"><path fill="#032D60" d="M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z" /></svg> </a> </li> <li class="social-nav__item"> <a aria-label="Share on Twitter (Opens in a new tab)" href="https://x.com/intent/tweet?text=Sales%20Coaching%3A%2010%20Straightforward%20Tips%20That%20Work&url=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&via=salesforce" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="32" height="32" fill="#032D60" viewBox="0 0 32 32"><path d="M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z" /></svg> </a> </li> <li class="social-nav__item"> <a aria-label="Share on Facebook (Opens in a new tab)" href="https://www.facebook.com/sharer/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Fblog%2Feffectively-coach-sales-team-blog%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt" target="_blank" > <svg xmlns="http://www.w3.org/2000/svg" width="19" height="19" fill="none"><path fill="#032D60" d="M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5" /></svg> </a> </li> <li class="social-nav__item"> <button class="copy-share js-copy-link" aria-label="Copy link to clipboard" href="#" data-clipboard-text='"Sales Coaching: 10 Straightforward Tips That Work" https://www.salesforce.com/blog/effectively-coach-sales-team-blog/' > <svg xmlns="http://www.w3.org/2000/svg" width="20" height="10" fill="none"><path fill="#032D60" d="M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z" /></svg> </button> </li> </ul> </div> <div class="post__sidebar"> <div class="justforyou justforyou--right-rail"> <header class="justforyou__header"> <h2 class="justforyou__title">Just For You</h2> </header> <div class="justforyou__list"> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/door-to-door-sales/" class="card__thumbnail" aria-label="Read How to Get Started with Door-to-Door Sales in the Digital Age" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/door-to-door-sales.jpg?w=128&h=96&crop=1&quality=75" sizes="225px" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/door-to-door-sales.jpg 2880w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/door-to-door-sales.jpg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/door-to-door-sales.jpg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/door-to-door-sales.jpg?w=1536&h=864 1536w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/door-to-door-sales.jpg?w=2048&h=1152 2048w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/door-to-door-sales.jpg?w=150&h=84 150w" alt="Door-to-Door Sales: Two women walk and talk." loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/door-to-door-sales/" target="_self"> How to Get Started with Door-to-Door Sales in the Digital Age </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 8 min read</span> </div> </div> </article> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/ai-prompts-for-small-business-sales/" class="card__thumbnail" aria-label="Read 5 AI Prompts for Small Business Sales" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38086_5_AI-prompts_for_SMB_Sales.png?w=128&h=96&crop=1&quality=75" sizes="225px" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38086_5_AI-prompts_for_SMB_Sales.png 1500w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38086_5_AI-prompts_for_SMB_Sales.png?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38086_5_AI-prompts_for_SMB_Sales.png?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38086_5_AI-prompts_for_SMB_Sales.png?w=150&h=84 150w" alt="Illustration showing AI prompts helping small business sales" loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/ai-prompts-for-small-business-sales/" target="_self"> 5 AI Prompts for Small Business Sales </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 7 min read</span> </div> </div> </article> </div> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-bushes.png" alt="" class="justforyou__graphic justforyou__graphic--bushes"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-butterfly-alt.png" alt="" class="justforyou__graphic justforyou__graphic--butterfly-alt"> </div> </div> <div class="related-topics"> <h2 class="related-topics__title">Explore related content by topic</h2> <ul class="topic-list"> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/employee-experience/" aria-label="Filed under Employee Experience" > Employee Experience </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/sales-leader/" aria-label="Filed under Sales Leader" > Sales Leader </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/sales-representative/" aria-label="Filed under Sales Representative" > Sales Representative </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/sales-management/" aria-label="Filed under Sales Management" > Sales Management </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/pipeline-management/" aria-label="Filed under Pipeline Management" > Pipeline Management </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/salesblazer/" aria-label="Filed under Salesblazer" > Salesblazer </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/training/" aria-label="Filed under Training" > Training </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/thought-leadership/" aria-label="Filed under Thought Leadership" > Thought Leadership </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/sales-strategy/" aria-label="Filed under Sales Strategy" > Sales Strategy </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/analytics/" aria-label="Filed under Analytics" > Analytics </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/sales/" aria-label="Filed under Sales" > Sales </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/slack/" aria-label="Filed under Slack" > Slack </a> </li> <li> <a class="label-secondary" href="https://www.salesforce.com/blog/category/sales-cloud/" aria-label="Filed under Sales Cloud" > Sales Cloud </a> </li> </ul> </div> <div class="author-section author-section--1" id="author-section"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/author-section-cloud.png" alt="" class="author-section__graphics author-section__cloud"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/author-section-parks.png" alt="" class="author-section__graphics author-section__parks"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/author-section-bushes.png" alt="" class="author-section__graphics author-section__bushes"> <div class="author-section__author author-section__author--1"> <div class="author-section__image-name"> <div class="author-section__image"> <span class="img-object-fit img-object-fit--is-round"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2021/03/top-sales-influencers-marcus-chan.jpg?w=125&quality=60" alt="sales influencers marcus chan" loading="lazy" /></span> </div> <div class="author-section__name-title"> <span class="author-section__display-name">Marcus Chan</span> <span class="author-section__job-title">Founder and President, Venli Consulting Group</span> </div> </div> <p class="author-section__description"> Marcus Chan is the Founder of Venli Consulting Group. He helps account executives sell and earn $100,000+ each year through his coaching and training programs. Marcus is an official member on the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He<span class="author-section__ellipses" aria-hidden="true">...</span> <a href="#" class="author-section__read-more"> Read More </a> <span class="author-section__description author-section__description--more" aria-hidden="true"> is a 3X Salesforce Top Sales Influencer and Wall Street Journal Best Selling author of Six-Figure Sales Secrets.</span> </p> <a href="https://www.salesforce.com/blog/author/marcus-chan/" class="author-section__cta has-right-arrow cta-small"> <span> More by Marcus </span> <svg xmlns="http://www.w3.org/2000/svg" width="18" height="16" fill="none" stroke="#032e61" stroke-width="2"><path d="M10 2.343 15.657 8 10 13.657M1.092 8H13.91" /></svg> </a> </div> </div> </article> <div class="wp-block-salesforce-blog-newsletter-signup prevent-bottombar-overlap layout" > <h2 class="wp-block-salesforce-blog-newsletter-signup__title"> Get the latest articles in your inbox. </h2> <a href="https://www.salesforce.com/form/other/salesblazer-newsletter/" class="wp-block-salesforce-blog-newsletter-signup__cta btn btn-lg btn-primary" target="_blank"> Sign up now </a> </div> <div class="justforyou justforyou--bottom"> <div class="container justforyou__wrapper"> <header class="justforyou__header"> <h2 class="justforyou__title"> Just For You </h2> </header> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-cloud-one.png" alt="" class="justforyou__graphic justforyou__graphic--cloud-one"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-cloud-two.png" alt="" class="justforyou__graphic justforyou__graphic--cloud-two"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-cloud-three.png" alt="" class="justforyou__graphic justforyou__graphic--cloud-three"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-cloud-two.png" alt="" class="justforyou__graphic justforyou__graphic--cloud-four"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-butterfly.png" alt="" class="justforyou__graphic justforyou__graphic--butterfly-one"> <img src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/justforyou-butterfly.png" alt="" class="justforyou__graphic justforyou__graphic--butterfly-two">  <div class="justforyou__grid"> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/sales-tech-consolidation/" class="card__thumbnail" aria-label="Read Want the Most of AI? Start By Consolidating Your Tech Stack" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/10/Tech-Sales-Consolidation.jpg?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/10/Tech-Sales-Consolidation.jpg 1500w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/10/Tech-Sales-Consolidation.jpg?w=888&h=500 888w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/10/Tech-Sales-Consolidation.jpg?w=768&h=433 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2023/10/Tech-Sales-Consolidation.jpg?w=150&h=85 150w" alt="Sales rep looking at a laptop screen: sales tech consolidation" loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/sales-tech-consolidation/" target="_self"> Want the Most of AI? Start By Consolidating Your Tech Stack </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 2 min read</span> </div> </div> </article> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/asc-606-compliance/" class="card__thumbnail" aria-label="Read ASC 606 Compliance: Choosing a Commission Expensing Solution" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/ASC-606.jpg?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/ASC-606.jpg 2880w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/ASC-606.jpg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/ASC-606.jpg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/ASC-606.jpg?w=1536&h=864 1536w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/ASC-606.jpg?w=2048&h=1152 2048w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/ASC-606.jpg?w=150&h=84 150w" alt="Illustration of sales people stacking boxes with $ on a blue background to represent ASC 606" loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/asc-606-compliance/" target="_self"> ASC 606 Compliance: Choosing a Commission Expensing Solution </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 14 min read</span> </div> </div> </article> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/meddic-sales/" class="card__thumbnail" aria-label="Read An Essential Guide to Using the MEDDIC Sales Framework" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/meddic.webp?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/meddic.webp 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/meddic.webp?w=150&h=84 150w" alt="meddic sales: A man laughs and gestures while talking with a woman." loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/meddic-sales/" target="_self"> An Essential Guide to Using the MEDDIC Sales Framework </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 39 min read</span> </div> </div> </article> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/future-of-ai-in-media/" class="card__thumbnail" aria-label="Read Human-AI Synergy in Media & Entertainment: The Next Frontier of Personalization" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38040_AI_and_Data_Trends_in_Media.jpg?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38040_AI_and_Data_Trends_in_Media.jpg 1500w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38040_AI_and_Data_Trends_in_Media.jpg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38040_AI_and_Data_Trends_in_Media.jpg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-38040_AI_and_Data_Trends_in_Media.jpg?w=150&h=84 150w" alt="An AI agent working alongside a human representative with floating task icons between them." loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/future-of-ai-in-media/" target="_self"> Human-AI Synergy in Media & Entertainment: The Next Frontier of Personalization </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 5 min read</span> </div> </div> </article> </div>  <div class="justforyou__grid js-show-more" data-show-more-label="Show More"> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/consumer-goods-sales-and-service/" class="card__thumbnail" aria-label="Read What High-Performing Brands Know About Sales and Service" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-36542_Align_Service_And_Sales_in_CG.jpg?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-36542_Align_Service_And_Sales_in_CG.jpg 1500w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-36542_Align_Service_And_Sales_in_CG.jpg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-36542_Align_Service_And_Sales_in_CG.jpg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/TSK-36542_Align_Service_And_Sales_in_CG.jpg?w=150&h=84 150w" alt="Consumer goods sales and service reps sit around a table, taking orders and helping customers." loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/consumer-goods-sales-and-service/" target="_self"> What High-Performing Brands Know About Sales and Service </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 9 min read</span> </div> </div> </article> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/what-is-tech-sales/" class="card__thumbnail" aria-label="Read How to Get a Job in Tech Sales" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/01/Tech-Sales.jpg?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/01/Tech-Sales.jpg 1500w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/01/Tech-Sales.jpg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/01/Tech-Sales.jpg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/01/Tech-Sales.jpg?w=150&h=84 150w" alt="Tech sales rep smiling and holding a tablet" loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/what-is-tech-sales/" target="_self"> How to Get a Job in Tech Sales </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 14 min read</span> </div> </div> </article> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/what-is-conversation-intelligence/" class="card__thumbnail" aria-label="Read How to Win More Customers with Conversation Intelligence" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Conversation-Intelligence.jpeg?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Conversation-Intelligence.jpeg 1500w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Conversation-Intelligence.jpeg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Conversation-Intelligence.jpeg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Conversation-Intelligence.jpeg?w=150&h=84 150w" alt="Conversation Intelligence: A sales rep smiling while speaking to a prospect on the phone." loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/what-is-conversation-intelligence/" target="_self"> How to Win More Customers with Conversation Intelligence </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 32 min read</span> </div> </div> </article> <article class="card card--v2 js-intersection"> <a href="https://www.salesforce.com/blog/sales-invoice/" class="card__thumbnail" aria-label="Read Sales Invoices: What You Need to Know to Get Paid On Time" tabindex="-1" target="_self"> <span class="img-object-fit"><img src="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Sales-Invoice.jpeg?w=128&h=96&crop=1&quality=75" sizes="100vw" srcset="https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Sales-Invoice.jpeg 1536w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Sales-Invoice.jpeg?w=889&h=500 889w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Sales-Invoice.jpeg?w=768&h=432 768w, https://www.salesforce.com/blog/wp-content/uploads/sites/2/2024/10/Sales-Invoice.jpeg?w=150&h=84 150w" alt="A businessman examines a sales invoice with a magnifying glass." loading="lazy" /></span> </a> <div class="card__contents"> <header> <h2 class="card__title h4"> <a href="https://www.salesforce.com/blog/sales-invoice/" target="_self"> Sales Invoices: What You Need to Know to Get Paid On Time </a> </h2> </header> <div class="card__meta"> <span class="read-time"> 9 min read</span> </div> </div> </article> </div> </div> </div> </main> <div id="js-sf-toast" class="sf-toast"> <img class="sf-toast__bg-illustration" src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/images/subscribe-cloud.png" alt /> <div class="sf-toast__wrapper"> <div class="sf-toast__text"> <p>Get the latest articles in your inbox.</p> </div> <div class="sf-toast__cta"> <a href="https://www.salesforce.com/form/other/salesblazer-newsletter/" class="btn btn-primary "> Sign up now </a> </div> </div> <button id="js-sf-toast-close" class="sf-toast__close" aria-label="close subscribe form" aria-hidden="true" tabindex="-1"> <svg xmlns="http://www.w3.org/2000/svg" fill="none" viewBox="0 0 15 15" aria-hidden="true"><path stroke="#032D60" stroke-width="2" d="m1 1 13 13m0-13L1 14" /></svg> <span class="screen-reader-text">Close</span> </button> </div>  <div class="powerfooternavigatio powerFooterNavigationComponent columnContainer parbase">  <div class="columns-wrapper bg-snow hidden-xs hidden-sm">  <div class="container">  <div class="row columns-wrapper">  <div class="col text-left col-sm-4 col-md-4 col-lg-4">  <div class="footer-logo"> <div class="image-link"> <img class="img-responsive margin-40-top-lg margin-40-bottom-lg" alt="Salesforce logo" src="//c1.sfdcstatic.com/content/dam/web/en_us/www/images/nav/salesforce-cloud-logo-sm.png" data-src="//c1.sfdcstatic.com/content/dam/web/en_us/www/images/nav/salesforce-cloud-logo-sm.png"> </div> </div>  <div class="footer-social-links"> <div class="social-media-links margin-10-bottom-lg"> <a href="https://www.facebook.com/salesforce" target="_blank" title="Facebook"> <img data-src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/facebook-day.svg?version=202081" alt="Facebook" class="text-salesforce-gray salesforce-social-icon" src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/facebook-day.svg?version=202081"> </a> <a href="https://x.com/salesforce" target="_blank" title="X"> <img data-src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/twitter-day.svg?version=202081" alt="X" class="text-salesforce-gray salesforce-social-icon" src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/twitter-day.svg?version=202081"> </a> <a href="https://www.linkedin.com/company/salesforce" target="_blank" title="LinkedIn"> <img data-src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/linkedin-day.svg?version=202081" alt="LinkedIn" class="text-salesforce-gray salesforce-social-icon" src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/linkedin-day.svg?version=202081"> </a> <a href="https://www.instagram.com/salesforce/?hl=en" target="_blank" title="Instagram"> <img data-src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/instagram-day.svg?version=202081" alt="Instagram" class="text-salesforce-gray salesforce-social-icon" src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/instagram-day.svg?version=202081"> </a> <a href="https://www.youtube.com/Salesforce" target="_blank" title="YouTube"> <img data-src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/youtube-day.svg?version=202081" alt="YouTube" class="text-salesforce-gray salesforce-social-icon" src="//c1.sfdcstatic.com/content/dam/web/global/svg-icons/youtube-day.svg?version=202081"> </a> </div> </div>  <div class="footer-phone-number" id="notMobileFooterPhoneNumbers_level"> <div class="phoneNumberComponent parbase section"> <div class="phoneNumberComponent_textLevel text-night text-left salesforce-sans-regular hidden-xs hidden-sm"> <span class="phone-lead hidden-xs text-night">CALL US AT</span> <a class="display-phone text-night" href="tel:1-800-664-9073"><span class="hidden-xs">1-800-664-9073</span></a> </div> </div> </div> </div>  <div class="col text-left col-sm-3 col-md-3 col-lg-3"> <div class="headingComponent parbase section"> <p id="new-to-salesforce" class="h4 text-night text-left salesforce-sans-regular margin-60-top-lg margin-20-bottom-lg"> <span class="header-text">New to Salesforce?</span> </p> </div> <div class="genericLinkListComponent list parbase section"> <ul class="generic-links"> <li> <span class="li-wrap"><a href="https://www.salesforce.com/products/what-is-salesforce/" class="text-cirrus">What is Salesforce?</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/company/recognition/" class="text-cirrus">Best CRM software</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/products/" class="text-cirrus">Explore all products</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/products/platform/best-practices/cloud-computing/?d=70130000000i88b" class="text-cirrus">What is cloud computing</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/customer-success-stories/" class="text-cirrus">Customer success</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/editions-pricing/overview/" class="text-cirrus">Product pricing</a></span> </li> </ul> </div> </div>  <div class="col text-left col-sm-3 col-md-3 col-lg-3"> <div class="headingComponent parbase section"> <p id="about-salesforce" class="h4 text-night text-left salesforce-sans-regular margin-60-top-lg margin-20-bottom-lg"> <span class="header-text">About Salesforce</span> </p> </div> <div class="genericLinkListComponent list parbase section"> <ul class="generic-links margin-40-bottom-lg"> <li> <span class="li-wrap"><a href="https://www.salesforce.com/company/about-us/">Our story</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/news/press-releases/">Press</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/blog/" target="_blank" aria-label="Open ‘Blog’ in a new window">Blog</a><span class="salesforce-icon icon-sfdc-icon-offsite"></span></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/company/careers/">Careers</a></span> </li> <li> <span class="li-wrap"><a href="https://trust.salesforce.com/en/" target="_blank" aria-label="Open ‘Trust’ in a new window">Trust</a><span class="salesforce-icon icon-sfdc-icon-offsite"></span></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.org/">Salesforce.org</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/company/sustainability/">Sustainability</a></span> </li> <li> <span class="li-wrap"><a href="https://investor.salesforce.com/overview/default.aspx" target="_blank" aria-label="Open ‘Investors’ in a new window">Investors</a><span class="salesforce-icon icon-sfdc-icon-offsite"></span></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/company/legal/">Legal</a></span> </li> </ul> </div> </div>  <div class="col text-left col-sm-2 col-md-2 col-lg-2"> <div class="headingComponent parbase section"> <p id="popular-links" class="h4 text-night text-left salesforce-sans-regular margin-60-top-lg margin-20-bottom-lg"> <span class="header-text">Popular Links</span> </p> </div> <div class="genericLinkListComponent list parbase section"> <ul class="generic-links"> <li> <span class="li-wrap"><a href="https://www.salesforce.com/solutions/mobile/overview/?d=70130000000i7zy">Salesforce Mobile</a></span> </li> <li> <span class="li-wrap"><a href="https://appexchange.salesforce.com/" target="_blank" aria-label="Open ‘AppExchange’ in a new window">AppExchange</a><span class="salesforce-icon icon-sfdc-icon-offsite"></span></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/dreamforce/" target="_blank" aria-label="Open ‘Dreamforce’ in a new window">Dreamforce</a><span class="salesforce-icon icon-sfdc-icon-offsite"></span></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/crm/?d=7010M000001wyI9">CRM software</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/video/">Salesforce LIVE</a></span> </li> <li> <span class="li-wrap"><a href="https://www.salesforce.com/solutions/salesforce-for-startups/overview/" target="_blank" aria-label="Open ‘Salesforce for startups’ in a new window">Salesforce for startups</a><span class="salesforce-icon icon-sfdc-icon-offsite"></span></span> </li> </ul> </div> </div> </div> </div> </div> </div> <div class="footer-secondary" role="contentinfo"> <div class="footer-secondary__wrapper"> <div class="footer-secondary__menu-global-wrapper"> <button id="js-global-submenu-button" class="footer-secondary__menu-global" aria-expanded="false" > <svg xmlns="http://www.w3.org/2000/svg" fill="none" class="globe-icon" viewBox="0 0 24 23"><path d="M12 .697C5.383.697 0 5.69 0 11.829c0 6.14 5.383 11.133 12 11.133s12-4.994 12-11.133S18.617.697 12 .697m0 1.855c.18 0 .453.101.813.493.359.391.726 1.033 1.062 1.884.156.399.309.856.438 1.334H9.686c.13-.478.282-.935.438-1.334.336-.851.703-1.493 1.063-1.884.359-.392.632-.493.812-.493zm-3.188.464a9.5 9.5 0 0 0-.593 1.276c-.235.598-.422 1.264-.594 1.971H4a10 10 0 0 1 4.813-3.247zm6.376 0A10 10 0 0 1 20 6.263h-3.625c-.172-.707-.36-1.373-.594-1.971a9.5 9.5 0 0 0-.594-1.276zM2.812 8.118h4.47c-.13.881-.22 1.816-.25 2.784h-4.97a8.7 8.7 0 0 1 .75-2.784m6.5 0h5.376c.14.87.242 1.805.28 2.784H9.032a23 23 0 0 1 .281-2.784zm7.407 0h4.468a8.7 8.7 0 0 1 .75 2.784H16.97a25 25 0 0 0-.25-2.784zm-14.657 4.64h4.97c.03.967.12 1.902.25 2.782h-4.47a8.7 8.7 0 0 1-.75-2.783zm6.97 0h5.937a23 23 0 0 1-.281 2.782H9.311c-.14-.87-.242-1.804-.28-2.783zm7.937 0h4.968a8.7 8.7 0 0 1-.75 2.782H16.72a25 25 0 0 0 .25-2.783zM4 17.395h3.625c.172.707.36 1.373.594 1.971.18.46.37.888.594 1.276A10 10 0 0 1 4 17.396zm5.688 0h4.624c-.128.478-.28.935-.437 1.334-.336.851-.703 1.493-1.063 1.884-.359.391-.632.493-.812.493s-.453-.102-.813-.493-.726-1.033-1.062-1.884a13 13 0 0 1-.438-1.334zm6.687 0H20a10 10 0 0 1-4.813 3.247c.223-.388.415-.815.594-1.276.235-.598.422-1.264.594-1.971" /></svg> <span>Worldwide</span> <svg xmlns="http://www.w3.org/2000/svg" width="16" height="16" viewBox="0 0 16 16"><path fill-rule="evenodd" d="m13 5.7-.7-.7L8 9.5 3.7 5l-.7.7L8 11z" /></svg> </button> <div class="global-submenu" id="js-global-submenu" aria-hidden="true" > <div class="global-submenu__container"> <p class="global-submenu__heading h6" id="americas">Americas</p> <ul class="global-submenu__list"> <li class="global-submenu__link"> <a href="https://www.salesforce.com/mx/" target="_blank" lang="pt">América Latina (Español)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/br/" target="_blank" lang="pt">Brasil (Português)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/ca/" target="_blank">Canada (English)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/fr-ca/" target="_blank">Canada (Français)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/" target="_blank">United States (English)</a> </li> </ul> </div> <div class="global-submenu__container"> <p class="global-submenu__heading h6">Europe, Middle East, and Africa</p> <ul class="global-submenu__list"> <li class="global-submenu__link"> <a href="https://www.salesforce.com/es" target="_blank" lang="de">España (Español)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/de/" target="_blank" lang="de">Deutschland (Deutsch)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/fr/" target="_blank" lang="fr">France (Français)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/it/" target="_blank" lang="fr">Italia (Italiano)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/nl/" target="_blank" lang="nl">Nederland (Nederlands)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/se/" target="_blank" lang="nl">Sverige (Svenska)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/uk/" target="_blank">United Kingdom (English)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/eu/" target="_blank">All other countries (English)</a> </li> </ul> </div> <div class="global-submenu__container"> <p id="asia-pacific" class="global-submenu__heading h6">Asia Pacific</p> <ul class="global-submenu__list"> <li class="global-submenu__link"> <a href="https://www.salesforce.com/au/" target="_blank">Australia (English)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/in/" target="_blank">India (English)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/jp/" target="_blank" lang="ja">日本 (日本語)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/cn/" target="_blank">中国 (简体中文)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/hk/" target="_blank">香港 (繁體中文)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/tw/" target="_blank">台灣 (繁體中文)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/kr/" target="_blank">한국 (한국어)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/my/" target="_blank">Malaysia (English)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/th/" target="_blank">ประเทศไทย (ไทย)</a> </li> <li class="global-submenu__link"> <a href="https://www.salesforce.com/ap/" target="_blank">All other countries (English)</a> </li> </ul> </div> </div> </div> <div class="footer-secondary__menu-links"> <p class="footer-secondary__copyright"> © Copyright 2024 Salesforce, Inc. <a href="https://www.salesforce.com/company/legal/intellectual/">All rights reserved. </a>Various trademarks held by their respective owners. Salesforce, Inc. Salesforce Tower, 415 Mission Street, 3rd Floor, San Francisco, CA 94105, United States </p> <nav> <div class="menu-footer-container"><ul id="footer-secondary-nav" class="footer-secondary__menu"><li id="menu-item-7136" class="menu-item menu-item-type-custom menu-item-object-custom menu-item-7136"><a href="https://www.salesforce.com/company/legal/">Legal</a></li> <li id="menu-item-7137" class="menu-item menu-item-type-custom menu-item-object-custom menu-item-7137"><a href="https://www.salesforce.com/company/legal/sfdc-website-terms-of-service/">Terms of Service</a></li> <li id="menu-item-6580" class="menu-item menu-item-type-custom menu-item-object-custom menu-item-6580"><a href="https://www.salesforce.com/company/privacy.jsp">Privacy Information</a></li> <li id="menu-item-6581" class="menu-item menu-item-type-custom menu-item-object-custom menu-item-6581"><a href="https://www.salesforce.com/company/disclosure/">Responsible Disclosure</a></li> <li id="menu-item-6582" class="menu-item menu-item-type-custom menu-item-object-custom menu-item-6582"><a href="https://trust.salesforce.com/">Trust</a></li> <li id="menu-item-6583" class="menu-item menu-item-type-custom menu-item-object-custom menu-item-6583"><a href="https://www.salesforce.com/form/contact/contactme.jsp?d=70130000000EeYa">Contact</a></li> <li class="menu-item"><a class="page-footer_link optanon-toggle-display" href="javascript:void(0)">Cookie Preferences</a></li><li><a href=/form/other/privacy-request/?d=cta-footer-1><img src="https://www.salesforce.com/content/dam/web/global/svg-icons/icon-cpra.svg" class="footer-link-icon" alt="" />Your Privacy Choices</a></li></ul></div> </nav> </div> </div> </div> <div class="copy-event-message" aria-hidden="true"> <span>Copied</span> </div> <script src="https://www.salesforce.com/blog/wp-content/client-mu-plugins/salesforce-shared/dist/js/frontend.js?ver=1731943321" id="salesforce-shared-frontend-js"></script> <script src="https://www.salesforce.com/blog/wp-includes/js/dist/dom-ready.min.js?ver=f77871ff7694fffea381" id="wp-dom-ready-js"></script> <script id="frontend-js-extra"> var BLOGS = {"ajaxnonce":"6faee96ef0"}; </script> <script src="https://www.salesforce.com/blog/wp-content/themes/salesforce-blog/dist/js/frontend.js?ver=5eb3cfcc629e2d93f23c" id="frontend-js"></script> <script src="https://stats.wp.com/e-202448.js" id="jetpack-stats-js" data-wp-strategy="defer"></script> <script id="jetpack-stats-js-after"> _stq = window._stq || []; _stq.push([ "view", JSON.parse("{\"v\":\"ext\",\"blog\":\"218238330\",\"post\":\"185\",\"tz\":\"-8\",\"srv\":\"wp-bn.salesforce.com\",\"hp\":\"vip\",\"j\":\"1:14.0\"}") ]); _stq.push([ "clickTrackerInit", "218238330", "185" ]); </script> </body> </html>