Cptr13_12_CEB.jpgThe Corporate Executive Board (CEB - is a publicly traded, membership-based advisory company. CEB has very strong research capabilities and discovered that the most successful sellers shared certain characteristics, leading to CEB developing the “Challenger” profile. Challengers don’t sit back and wait for business to come to them. Instead they are more proactive, bringing new ideas to customers to build value. They are more persuasive, “challenging” the customer to take action because it is the right thing to do for their business.  The rationale behind the Challenger makes a lot of sense in this era of the ultra-informed buyer.

In 2011, CEB published the very successful and disruptive book, The Challenger Sale. The success of the book led them to launch a training offering to help clients create “Challengers” in their sales force. CEB continues to build out its sales practice, creating comprehensive solutions for clients to not only train, but to also implement and sustain their Challenger program.

CEB is a global organization with offerings for large and mid-sized companies. Their clients pay an annual membership fee and gain access to CEB’s research and best practices guidance, and to CEB’s peer communities. CEB also offers advisory services to its members to build organizational capabilities, create alignment and support for key initiatives. The result is strengthening departmental team skills. These services include their sales management academies and Challenger Sale training. They also offer comprehensive assessment solutions through their acquisition of SHL in 2012 and training impact measurement solutions through their acquisition of Knowledge Advisors in 2014. 

CEB’s Sales Management Advanced Coaching provides sales managers with a clear understanding of what they should observe when coaching - a framework called Hypothesis-Based Coaching™. This program is based on groundbreaking CEB research that benchmarks sales managers, embeds easy-to-use tools and templates and sustains development in the daily work flow for sales managers.

Their Sales Management Advanced Coaching helps organizations to:

  • Define the “ideal seller” in an organization’s sales process to help managers coach consistently

  • Benchmark the effectiveness of sales manager coaching and capture seller feedback through a coaching diagnostic

  • Provide an organization with a measure on CEB’s Coaching Quality Index

  • Receive customized coaching blueprints that provide personalized feedback for each manager that benchmarks against the Coaching Quality Index

  • Detail prescriptive areas to coach and manage against that are unique to their team’s needs

  • Execute an advanced coaching workshop to build sales manager coaching skills using CEB’s Hypothesis-Based Coaching model and PAUSE framework

  • Certify Coaches to measure and reward coaches who achieve world-class performance

You have written an excellent piece. I do not say that lightly

VP of SALES, $3 Billion Revenue Co.

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