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February 25, 2011
Coach This! : 3.75 Ways For A Sales Manager to Coach Effectively
By: SBI
Ok, so how do you Coach? And how can I find the time to do it?
The 3 absolutes of Coaching by Sales Managers to Sales Professionals:
3.75 Write it down. Although this one doesn’t qualify for a ‘Full Point’, documenting your coaching and feedback from the sales manager to the sales rep is critical. Do you remember your coaching conversation you had with your sales rep last week? Last month? Last year? Exactly! By documenting your feedback, a couple things happen. The written word is more powerful than the verbal. And it gets remembered. Your sales reps will remember it. They will also take this seriously. Documentation raises the accountability meter. Use it for improved effectiveness.
Don’t screw around with coaching. Master these basic fundamentals. Use them consistently with every sales rep for one month. Productivity will improve, sales will go up and your bank account will be healthier.
Oh, for all the Directors and VP of Sales. Coaching your Sales Managers is just as important. Check out this site for more information: http://partnersinexcellenceblog.com/if-our-people-fail-we-have-failed-as-managers/
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© 2018 Sales Benchmark Index (SBI), B.V.
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