Top 5 Keys to Effective Sales Coaching and Results
- May 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One confusing component of effective sales management is that great sales management skills don’t always translate into great sales results. This phenomenon is most obvious when a company hires a terrific, new sales manager, who possesses all the desired skills, and the manager fails to have an immediate impact. Worse, in many cases, is when the inherited salespeople rebel! This scenario also occurs when sales managers go to seminars, watch video clips, read books or blogs, and attempt to extract specific skills and tips but don’t have the luxury of hearing them demonstrated, in context, in a real situation. When Objective Management Group conducts a sales force evaluation, we often see that sales managers’ skills are much better than the resulting effectiveness of those skills. Why is that?