Overall it can be said that coaching is better use of sales manager’s time than directly selling with account managers. Many sales organizations therefor recommend that their sales managers spend more time coaching. However studies show that even as more sales organizations embrace coaching as a standard sales management skill only a minority of sales organization have implemented a formal coaching process. The same studies show that formal coaching processes experience a 10% to 20% higher performance improvement then informal coaching process.
We therefor recommend implementing a coaching program that comprises the following parts:
A standardized method for identifying coaching priorities
A simple coaching process fostering the ability of sales leaders to communicate expectations and observe behavior as well as giving feedback and recognition to improve and reinforce a salesperson's behavior
An effective tool for curbside feedback and recognition. To learn how your sales managers can improve the effectiveness of your sales Team, please contact us.