Research has found that the highest producing business to business sales come from salespeople that work for sales managers with a hands-on coaching style. Hands-on means the sales managers monitor, direct, evaluate and reward their salespeople on an on-going basis. These high-performance business to business salespeople were found to have a greater level of commitment to their organizations when they worked for a sales manager with a hands-on approach.
From our experience working with over 35,000 sales managers since 1989, we have learned that you cannot install a culture of sales coaching simply by training sales managers how to coach. Instead, your training solution must also solve the obstacles that prevent proactive, hands-on sales coaching from actually happening.