Business to Business Sales

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.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.