Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, 2nd Edition

2Developmental SalesCoaching—Priority One

Your plate is full: setting objectives, establishing metrics, evaluating performance, market planning, managing the pipeline, generating reports, keeping up with and implementing new technology, recruiting—and the list goes on. While each of these is essential to your role, sales coaching is the key to releasing the power in everything else you do.

Sales coaching is the secret of sales success, of improving the performance of your sales team—and yourself. It is your most important job as a sales manager.

Study after study supports this. Bersen Associates in 2007, in one of the largest studies on corporate talent management, identified well-established coaching discipline as the number-one driver of impact ...