COVID-19 Coaching Pivots for Sales Managers

COVID-19 Coaching Pivots for Sales Managers
leadershipteam
Fri, 05/01/2020 – 09:29
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“Pivot” is the new word in sales, business and sales management. And almost every company is engaged in the pivot dance. It might be in how they sell, to whom they sell or what they sell. But there is one more area that requires pivoting: how sales managers coach their sales teams.
Prior to COVID-19, sales managers had the luxury of conducting deal reviews and pipeline reviews. They looked at the analytics, and talked to their salesperson about the validity of the deals moving forward or closing —-and called that a productive coaching session. Not.
Those coaching days are over.
Many salespeople are faced with the daunting task of refilling a once-full pipeline. Others are looking at healthy sales pipelines, but the deals just aren’t moving across the finish line because