Getting sales coaching right – a picture is worth 1000 words

info_7-Effective-Sales1Sales coaching is an important topic among sales leaders. However, ask any sales managers about how they spend their time and you’ll hear about all sorts of things from “putting out fires” to “helping their sales team sell” to “getting those reports to corporate.”

When you ask about sales coaching, you will resoundingly hear how important it is.  However if you turn up the listening volume, you will also hear about how and why there is just not enough time to do it.

Much has been written about sales coaching – what works and what doesn’t. We’ve written our fair share of sales coaching blogs, too. Recently we came across an infographic that caught our eye – 7 Effective Sales Coaching Best Practices. We thought it provided some sound guidance in a memorable format for sales managers that are trying to get it right.

Take a look and see what you think?


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About Richard Ruff

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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One Response to Getting sales coaching right – a picture is worth 1000 words

  1. These are some great tips, Richard. Thanks for sharing this infographic.

    The success of each rep is not only based upon their own volition. It’s a team effort that involves how a sales coach handles the session and how he/she makes the rep feel. It’s important to note that making reps feel self-sufficient and independent is an essential ingredient in letting them discover what it is that needs to be done and how it can effectively be achieved.

    Being part of a sales team and working in the industry for years, I’ve learned that reps tend to get discouraged when coaching isn’t done right. Most people don’t want to be told what to do and how to do it, so the goal for a sales coach is to guide the rep to discover what and how to go about moving pass one hurdle at a time.

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