Coaching - The Sales Leadership Imperative
1:00 PM EASTERN
Sales managers with an intimate feel for the selling process succeed because their staff regard them as part of the sales team but coaching the team is as important as playing in it. In other words, sales managers must be prepared to provide training, feedback and support to every individual within the team.
Once committed to the training process, they must routinely reinforce new ways of behaving in real sales situations. They must provide a clear sense of direction on a daily basis, not just at the monthly sales meeting / quarterly review / annual appraisal.
The very best sales managers engage in frequent coaching and feedback, even when their sales people work in remote locations. While encouraging salespeople to air their problems openly and discuss their concerns, sales managers must be able to offer clear and specific feedback for improving sales performance.
We believe that the future trend for producing world-class standards in sales leadership will be achieved not by traditional classroom-based training alone. Until sales leaders are equipped with the resources, competence and motivation to want to accept the mantle of developing their own sales teams, any training is likely to be a tactical ‘one-off’ fix, born out of desperation to ‘hit that target’ rather than a sustainable planned approach that can be weaved seamlessly into the sales leader’s role.
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