Coaching The Coach

Many agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet,there is less agreement on how to best go about it. Many great companies start sales coaching initiatives withcommitment and vigor. Far fewer exit the other end of the tunnel, having succeeded. Why? One reason that usually comes up early is the lack of time. A lack of well-defined incentives for sales coaching usually makes thelist, too. Although individual sales leaders can’t alter some of the institutional issues that frequently get in the way ofsuccessful sales coaching, this episode explores three common myths of sales coaching that can be dispatched.