Sales coaching works. Those who do it right prove this, time and time again. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands.
Based on the most extensive research ever conducted into sales coaching practices, authors Michelle Vazzana and Jason Jordan break the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job.
It all comes down to three critical points that the vast majority of sales managers today are missing:
- Provide clear direction for sellers on how to get to quota.
- Ensure effective execution by coaching the right things, in the right measure, executed the right way.
- Assess seller performance and make timely course corrections.
It’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at deciding which priorities to pursue and which ones to ignore, results follow. It’s that simple.