Brian Lambert recently posted an interesting blog on sales coaching: Sales Coaching Strategy – Make Sure You Focus on Definitions. In the blog, Point 1 – define a strategy for your sales coaching program was particularly noteworthy – a comment or two about that point.
Brian rightly suggests that any coaching initiative needs to be defined and managed in a way that helps drive the organization’s overall sales strategy and needs to fit within the broader context of the company’s sales training and talent management efforts. The lack of this level of commitment is why so many companies start coaching initiatives but few fewer exit the other end of tunnel successfully.
If this point was taken seriously it would mean that if there was a substantial shift in the overall sales strategy, then time and effort should be devoted to thinking about what that change would mean for “what” the sales managers ought to be coaching.
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