Your Sales Managers Are Too Busy to Read This

By Bruce Wedderburn
Ask a roomful of people to raise their hands if they know that regular exercise delivers health benefits, and without fail, every hand will go up. Ask if they know that there are health risks associated with a sedentary lifestyle, and most of those hands will stay up. And yet despite this awareness, 80% of American adults don’t meet the government’s national physical activity recommendations for aerobic activity and muscle strengthening. About 45% of adults are not sufficiently active to achieve any health benefits. Around $117 billion in healthcare costs are associated with inadequate physical activity.
But this isn’t an article about exercise.
It’s about sales coaching.
Sales managers have a stressful job. The business is on the line, and you’re responsible for your team’s performance. The pressure is on as demands come from all sides: Get more deals closed, faster. Meet aggressive new targets. Deal with challenging customers — and