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.
2013-08-28