Successful sales coaching requires the collaboration of sales enablement, sales managers and reps on the design, execution and participation of the program.
Too often front-line sales managers (and a lot of senior managers) try to “manage” sales professionals to improved performance or out of dry spells, instead of coaching them.
Coaching is the kale of sales organizations. We know it’s healthy, and it’s trendy, but few actually put it on their plate.
Sales organizations today know the value of coaching – 74% of leading companies say coaching is the most important role front-line sales managers play.
Whether lack of training, lack of time or lack or initiative is to blame – coaching in sales organizations remains a top challenge – despite also being a top priority.