How much time should companies devote to coaching their sales teams?
Coaching is an important part of the sales process. Because so many leaders come from a sales background rather than a management background, they need to have a strong sense of the coaching element included in their job description. While a majority are most likely told they need to coach and train their employees, they wear so many hats that they don’t always have time to concentrate on the coaching and training side of things.
Another issue is that these busy managers may only have time to coach their low performers, However, it’s important for them to look closely at which reps need the most coaching – it’s not always just those marginal performers.
Hear what Canidium’s Vice President of Technology Services Jason Kearns has to say about how coaching and performance management measures all aspects of the sales process in order for companies to motivate their teams to be more successful.