Experience, research, and common sense tell us that a “coach” brings differentiated skills, assistance, understanding, and more overall development than a “boss” is able to deliver. So, if that is the case, why do we even have bosses at work? Wouldn’t we all be better off with coaches instead?
Read MoreEverywhere we turn, there is something to hear or read on why sales coaching is so important. But what exactly is sales coaching, and how is it best done? Spoiler alert, it doesn’t include training managers on how to do pipeline reviews or forecast accurately.
Read MoreHow much more would be sold per year if sales leaders fully committed and behaved like high-performance coaches? We have the answer: an additional $4.1 million per manager.
Read MoreGrowing sales begins with the leadership team, not the sales producers. So, if there is a desire to grow, place more thought, programs, and continuing education towards the leadership team.
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