It’s a tragedy that sales management coaching is the most underutilized skill in the sales manager’s bag of tricks.

The even greater tragedy is that if sales managers did actually take the time to coach their salespeople, and did it right, the effectiveness of those salespeople would quickly improve.

In survey after survey done with thousands of sales managers from around the world, “lack of time” consistently comes up as the number one reason why sales managers don’t coach their salespeople.

In those same surveys, the second reason why sales managers don’t sales coach is that when they’re pushed on how to actually coach their sales teams, the majority have very little idea how to do it.

This is largely because they have never received any formalized sales management training on coaching.

The Sales Management Coaching Dilemma

So how does a sales manager make time for sales coaching and do it effectively at the same time? Continue reading →