Coaching for Peak Performance
17.2 List and discuss the qualities of an effective sales manager
Sales managers who develop a leadership style that combines structure and consideration behaviors possess the skills needed to be an effective coach. Coaching is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area. The coaching process has two primary areas of focus: helping the salesperson recognize the need to improve his or her performance and developing the salesperson’s commitment to improve performance.17
Coaching is often used to correct a specific performance problem such as ineffective prospecting, poorly developed sales presentations, or ...
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