• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

The No. 1 Coaching Mistake Made by Sales Managers

Colleen Stanley - 8 August 2019

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”

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler Training
Amy Franko
Assessments 24x7
Integrity Solutions
Kurlan & Assocs
Membrain
Mereo
Objective Management Group
Salesforce
Sandler Research Center
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2022 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative