Emphasize Developmental Sales Coaching

Instead of just evaluative coaching, our sales management training program helps your company to install a culture of developmental coaching.

Evaluative coaching happens when a sales manager looks at what a salesperson has done (or not done), such as what occurs during many performance reviews.

Developmental coaching looks to the future. The focus and intent of developmental coaching is to help salespeople do better the next time. Evaluative coaching tends to be date-driven–end of month, quarter, year. Developmental coaching is a sales manager’s ongoing commitment to the development of sales skill and sales will.

Research has found, that developmental sales coaching is essential for continuous sales improvement and production. It also improves the morale of the entire sales team.

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!”.