Sales Managers: Avoid This Common Coaching Mistake

Sales Managers: Avoid This Common Coaching Mistake
leadershipteam
Thu, 11/14/2019 – 16:16
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Well-intentioned sales managers often conduct the same coaching conversations over and over with their sales team, but see little change in selling behaviors.
Why? Because they haven’t identified the root cause behind the sales-performance challenge and as a result, they’re working on the wrong end of the problem. When hearing or seeing the presenting sales problem, it’s easy for sales managers to default to teaching more consultative selling skills.  In some cases, this does improve sales results but in many it does not.
I know because I’ve made this mistake. As a result, none of my great advice made any difference because I wasn’t addressing the real problem.
It’s similar to the phrase, “When you are a hammer, everything looks like a nail.” And in sales management, sales-performance issues can