Selling sales managers on coaching

In the Sales Training Connection we’ve often written about the importance of sales coaching. Companies know they can’t have superior sales teams without great front-line sales managers who know how to coach.

We’ve written about this in the July 2011 issue of Chief Learning Officer magazine (p. 40) – Selling Sales Managers on Coaching. Take a look about how they can avoid one of the reasons we hear most often as to why sales managers don’t coach.

Check out other posts on sales effectiveness at the Sales Training Connection.

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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