September 2024
Article
Top Sales Magazine

Sales Coaching and Value Creation

Format:Print
| Pages:2

Abstract

Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time on coaching. Moreover, many managers believe coaching is about sitting down with an employee and discussing results. That’s an audit, not a skill-building interaction. And few managers will admit they don’t really know how to give developmental feedback versus a “get better” sermon. This article focuses on sales people and discusses important pre-requisites for effective coaching, three common scenarios, and the coaching options relevant to each situation.