Coaching the Coaches
The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues.
The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. By doing these basics well you will consistently crush your sales objectives.
If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. Sales coaching is a very difficult skill that very few sales managers master.
The Problem:
Maybe you’re lucky. Your company has rolled out sales manager coaching training. The challenge is that training doesn’t always translate into doing. Studies show
