Here are 3 questions, 1 quote, and 1 resource to end your week.
Question #1: Do your managers understand the difference between coaching and training and why they are important?
Question #2: Do your managers have scheduled times to coach and train each of their reps? No sales rep, or sales manager, should be expected to improve without support and training. (Are senior reps omitted from coaching because "they know what they are doing?")
Question #3: How do your sales managers compare? You cannot expect a world class sales force if your managers belong on a B team or a C team.
Quote: "Professional athletes have a coach (or coaches) what makes professional sales people think they don't?"
Lori Richardson helps mid-sized companies grow revenues by solving key issues in their sales department - like recruiting, retention, diversity hiring, process, pipeline and leadership. She speaks at CEO groups on topics of sales growth. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Subscribe to the award-winning blog, follow her on Twitter Increase Opportunities. Expand Your Pipeline. Close More Deals. Develop Sales Leaders