chapter 31
Maximising performance through coaching
What is sales coaching?
Sales coaching is what brilliant sales managers do to develop individuals and teams to improve performance and achieve goals. It is the most important job a sales manager has.
The basis of our approach in this chapter and in our training and consultancy is that you cannot have a successful sales team without a manager capable of bringing his or her own personal coaching approach to the party.
Coaching has been defined in several ways that include:
- •‘the art of guiding a person towards the development of their own skills and behaviour’
- •‘a process that enables learning ...
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