Sales coaching is not a one-size-fits-all affair. When sales managers gain clarity regarding the specific types of activities that matter most for the sellers they manage, they can align their coaching to address these critical areas, but that is not the end of the story. Sales managers may also run into several other roadblocks on the road to successful sales coaching. Keep reading to gain insight into three common points of sales coaching failure and the antidotes that help sales managers bust through these roadblocks.
Failure Point #1: The Fire Hose
We’ve all been in the fire hose meeting where so much is covered that nothing is really accomplished. Sales managers have many more tasks to do in any given day than they can reasonably accomplish so their default efficiency mode is to try to cover as much as possible in a single coaching session with a seller. In fact, I have seen coaching agendas that have as many as 15 items to discuss during a 30-minute one-on-one session with only six minutes devoting to actual coaching!
If you are falling into the fire hose trap, realize that less is often more when it comes to coaching. Effective sales managers … Read the rest