Sales coaching is both an art and a science. Salespeople need sales managers to motivate them, develop their strengths, overcome their weaknesses, and guide them to victories that will define their careers. No matter how clever the sales strategies, they are only as good as the people assigned to execute them.
In this three-post series, we’ll look at 10 characteristics of great sales coaches and how they get their reps to quota and beyond. In summary, great coaches/managers are great communicators, build coaching cultures, recruit the right people, invest in their rookies, motivate their reps, demand accountability, manage conflict, speak a “different language”, teach rather than instruct, and finally, are very agile and adaptive.
Characteristic #1: Great Coaches are Effective Communicators
Setting standards, defining goals, building culture, being accountable—none matter if a manager can’t effectively communicate the messages behind each. Effective communication can yield inspiration, determination, constructive criticism, and a winning culture—and when