When we ask the participants in our training courses what “bad sales coaching” would look like, there is no shortage of answers.
“Having inconsistent standards” …. “Tell you the problem but don’t help you work through the solution” … “Care only about results and not how we get them” … “Make you do exactly what they when they were salespeople—no adapting to the individual.”
Reverse these statements and you have a good starting point for how to evaluate your own effectiveness as a sales manager and coach. Do you have standards that you enforce consistently? Do you help your salespeople learn a process for effective selling? Do you help them develop solutions that fit their talents and style?
Remember—by improving your skills as a sales manager, you can improve the performance of your entire sales team.
