Sales Training Resources

Five Best Practices of Effective Sales Coaches

One of the largest gaps I see in sales managers’ performance is their lack of coaching. I don’t mean formal sales training, but coaching done by one’s boss—the roll-up-the-sleeves and show-you-how-to-do-it type of coaching. I’m referring to the field rides with 45-minute debriefs at Starbucks, working on a solution in a closed conference room together, and running through role-playing scenarios in the car, just before heading in for the presentation. That’s coaching.

I’ve observed that sales managers either feel they don’t have the time or knowledge to coach. Refreshingly, many admit that they don’t know how to coach. So, I’ve listed five best practices below to help sales managers understand how easy it is to become a great coach, how manageable the time requirement is, and hopefully inspire them to step up and be the coach that your team needs.

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Five Core Beliefs of Modern-Day Selling

01

Customers and prospects don’t believe they need salespeople anymore.

02

The primary goal of prospecting is to become known as a subject matter expert.

03

Purchasing decisions are made by multiple people who may not know the salesperson.

04

Customers and prospects are distracted more than ever, rarely focused on salespeople.

05

Salespeople must make their customers successful. Satisfaction and friendships are not enough to maintain the business.

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