A sales manager’s entire attention is focused on leading a sales force to achieve specific organizational business objectives and goals, yet there is something conspicuously missing from sales manager training on coaching — a focus on the specific path to achieve those objectives and goals. Most training on coaching includes traditional coaching models that can be used by any function within a business. Unfortunately, these coaching models stop short of providing sales managers with insight into how to leverage coaching to best achieve organizational business goals. In sum, most coaching models miss the critical link between “what” they want sellers to do and “how” sellers can best accomplish the desired outcomes.
As a trainer, you have the opportunity to uncover the specific business goals your sales managers need to achieve, and then use that information to zero in on the exact topics sales managers need to address through coaching to help the sales force reach those goals. For instance, maybe your company’s main business goal is to obtain 20% more new customers. If so, sales managers would benefit from training on how to coach sellers to segment territories and determine which accounts have the highest potential.
Perhaps the main business … Read the rest