9Developmental SalesCoaching—Peerand Self-Coaching
Peer Coaching
With a ratio of one sales manager to six to eight or more salespeople, it is important that you identify all resources available to you to help develop your sales team. One Fortune 500 company we work with has a ratio of 28 district managers to more than 2,000 sales-people. Even in organizations where the ratios are manageable, there is too much to do and too much to learn to rely exclusively on sales manager–salesperson development. The flatter the organization, the greater the need to find additional resources of support.
While nothing will replace you as a coach, the process of Developmental Sales Coaching fosters an openness to feedback from others and encourages self-coaching. ...
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