Two recent announcements show growing interest in developing and coaching sales people, as well as the need for sales managers to reallocate their time to not only complete their own tasks but also help their sales people improve their performance. Included in Sales Dot Two Inc.’s announcement of the agenda for its upcoming Sales Performance Management Conference is mention of a Sales 2.0 Impact Survey showing “that the number one challenge for B2B sales leaders this year has been training and coaching.” And, from CSO Insights 5th Annual Sales Management Optimization study we find that “The best-in-class companies’ managers spend less time selling and more time coaching. And they focus their coaching less on specific deals and more on their reps’ development using metrics, not hunches, to do so.” Based on my experience working with first line sales managers, I have included tips for refocusing sales mangers time for specific coaching and development areas: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Refocus-Sales-Managers-and-Drive-More-Revenue.pdf.
Posts Tagged ‘sales coaching’
August 28, 2013
Coaching and Developing Sales People Trending as Focus
July 31, 2013
One of the top weekly activities for sales managers – the field ride-along
One of the top weekly activities for sales managers includes the field ride-along for coaching and developing sales people. Having sales managers use a balanced assessment for this activity provides an opportunity for sales people to learn within context and build confidence and become more motivated. For more about a balanced assessment see http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Feedback-A-Powerful-Tool-for-First-Line-Sales-Managers.pdf. I do hear from clients that the ride-along can sometime be impractical due to geography and time constraints. The alternative for some clients has been call recording. Call recording has been used extensively to handle quality control for service and support. Clients I talk to say call recording is also convenient and easy to use for sales coaching. If you want to learn more about using call recording for sales you might find this article interesting : “How Call Recording Helps Marketing, Sales and Support Quality”: http://www.business2community.com/marketing/how-call-recording-helps-marketing-sales-and-support-quality-0558554#Pljz3mLxvWuAe0lV.99.