The No. 1 Coaching Mistake Made by Sales Managers
leadershipteam
Thu, 08/08/2019 – 14:25
Authored by:
Colleen Stanley
You are one of those great sales managers that understands the value of sales coaching. You consistently hold one-on-one coaching sessions and are fully present during them. But you still aren’t getting the results you’d like to see from your sales team. What’s missing?
Precall Planning
In your role as a seller, precall planning was considered a fundamental step in winning business. However, sales managers often forget to bring this important skill into their role as a sales leader, which results in ”wing-it” coaching sessions. Lack of planning resulted in misdiagnosing sales-performance issues and delivering ineffective coaching advice. Let me share a quick example.
Your salesman Ed has a good attitude and work ethic. But he’s having a problem winning business. “Your price is too high”
