Organizations today must adjust to change with more speed and insight than ever before. As a sales manager, you are on the front line of that change. You are close to external and internal customers. You make the inside-outside connection. You are in the field near customers. You are on the inside track. You are the link between executive management and the sales force. Your sales coaching is the lifeline for your sales team.
Sales coaching is a process, but more than that, it is a way of life. It is visceral—a gut-level feeling that helps determine how you work with your salespeople and how your managers work with you. It is a commitment among professionals to support one another so that they can be the best they can be. How much sales coaching do you provide? Richardson research with more than 1,000 managers and 4,500 salespeople showed that many sales managers are simply not coaching to the level that they could be or that is needed. In our study, sales managers were rated as coaches on a scale of 1.0 to 5.0.
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