Sales Management. Simplified.

CHAPTER 14

The Lack of Coaching and Mentoring Produces Ineffective Salespeople

Back in the day, sales managers were responsible for developing the sales skills of their people. Most managers took great pride in mentoring those under their care to greatness. Today, not so much.

Managers Are Working Less in the Field and Not Developing Their People

Coaching salespeople, particularly on basic selling skills, has fallen by the wayside. Sales managers seem to be more consumed with pleasing the executive committee, plowing through their huge administrative burden, and managing the team via the CRM and email (as discussed in Chapter 4). Managers are spending less and less time in the field with outside sellers, or alongside members of the inside sales ...