Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust.
Here’s a a global epidemic that every organization and manager struggle with. As you read through the following dialog, notice the two contrasting points of view, and how it impacts your coaching, relationships and trust.
The Manager’s Viewpoint
“They just don’t get it. I start with great intentions. I’m paying attention to the questions I ask when coaching. But once I feel I’ve given them enough questions and they still don’t know what to do, I lose patience and go right into problem-solving mode. I get impatient because they’re not coming up with any ideas, nor are they self-reflecting fast enough to recognize