Some sales managers neglect sales coaching because they don’t know how. However most managers already have the skills to become great coaches.

1. TIPS
for Tapping Into a Sales
Manager’s Coaching Abilities

2. Many sales managers neglect to coach their sales reps
because they don’t know how

3. However most sales managers already have many of the skills
needed to become great sales coaches

4. First, they need to
make sure they have a
drive to see others
succeed

5. Because their
success is based on
the performance of
their team

6. For sales managers, their sales experience
can be their greatest attribute

7. They have the credibility
to offer insights and guidance as a coach

8. Particularly
when it comes to
Opportunity Coaching

9. Which involves helping sales people implement
strategies for specific sales opportunities

10. A bigger challenge for
managers is when it
comes to Skills Coaching

11. Where they must help their reps develop better selling skills

12. This involves determining
what skills to coach on,
and following a defined
coaching process

13. The Defined Coaching Process
Create a coaching plan1
2 Observe sales calls
Debrief following a sales call3

14. Create a Coaching Plan1

15. Identify 2 – 3 areas for improvement

16. Such as identifying priorities or managing objections
over a reasonable time period

17. This keeps the plan
highly focused and
actionable

18. Observe Sales Calls2

19. Managers often
confuse joining reps
on sales calls with
coaching

20. In a coaching call,
the manager
observes the
customer interaction

21. With emphasis on specific areas identified for improvement

22. Debrief Following a Sales Call3

23. The debrief should take
place as soon as
practical after the call

24. Offer a few
encouraging words
about something
that went well

25. Then lead the sales
rep in self-discovery
as to the areas for
improvement

26. This allows for more ownership of the improvement
by the sales rep

27. and more productive coaching conversations

28. Sales Coaching can drive
revenues up by 20% or more.
Help your Managers become
great coaches.
Download White Paper
COMPLIMENTARY OFFER

29. By Norman Behar
@NormanBehar