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October 24, 2022 Lyndsi Edgar

How Sales Managers Are Trained to Coach (And Why It Isn’t Working)

How Sales Managers Are Trained to Coach (And Why It Isn’t Working)  You’ve heard the mantra – sales managers need to do more coaching! When we interview sales managers – and we interview a lot of them – they all agree. Coaching is important, it is necessary, and it should be happening. And it isn’t. […]

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December 16, 2014 VantagePoint Performance

What is Coaching, Anyway?

We were recently presenting at an industry conference, and someone from the audience asked a simple but consequential question.  She said: “You know, we constantly tell our sales managers that we want them to coach their reps, but I’m not sure that the managers know what that means.  In your opinion, exactly what is ‘coaching?’ […]

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