Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. This isn’t just my opinion, we have data that supports it (see below).
Lots of Coaching, Not Necessarily Effective Coaching
What’s most important is the amount of coaching, not how good it is. This is surprising but the data backs me up. However, the combination of coaching frequency and effectiveness is simply amazing.
Sadly, many managers are uncomfortable coaching. Frequently it is because they don’t want to “micro-manage” individuals. Or sometimes it is because they just don’t […]