Last week, we looked at how to go from Boss to Sales Coach, what your sales people really need you to coach and what stops many sales leaders from coaching.Telephone Sales, Digital Sales, Inside Sales people I talk to are ravenous, starving for coaching. Many don’t get enough. Most don’t get any at all. They are pulled-up when doing things wrong. They are on the receiveing end of an excess of corrective feedback. They are told what to do and how to do it when they should be encouraged, entrusted and empowered.
We are in uncharted territory. Things are really tough now and it’s hard to see the silver lining on the dark cloud. But there is massive opportunity in sales coaching including increased productivity, increased retention and increased sales performance.
Sales training is by nature one directional. It’s a transfer of information from the person with the knowledge to the person without the knowledge. Sales coaching is bi-directional. It’s a transfer of understanding and information between both parties. Less directional, more developmental.