Looking deeper into the question of who’s actually delivering the coaching for salespeople revealed some interesting facts. If you haven’t seen it, make sure you check out my Sales Coaching – Who Is Doing It? blog. In a nutshell, sales managers and specialized coaches both achieve great – but slightly different – results in different situations. More important, with these insights, sales enablement leaders have more options to design the best strategy for their coaching initiatives, depending on the particular context in their organizations.
Today, let’s better understand how sales enablement professionals are doing as sales coaches. Based on our 5th Annual Sales Enablement Study, we learned that sales enablement professionals are the second-most important role when it comes to sales coaching (29.5%), right after sales managers (66.5%) and before external coaches and field sales coaches, which we discussed here.
The question is: What can sales enablement leaders learn from these insights
