How do you develop top salespeople in your company? How do you get everyone from new hires, to your so-called veterans, to achieve their sales goals? Too often, neither one of those groups meets their company’s expectations because they’re missing the key element needed to succeed in sales — coaching.
Coaching is the opposite of managing. Managing is monitoring WHAT salespeople do, while coaching is monitoring HOW they do it. Coaching focuses on the processes needed to achieve the goal instead of the goal itself. It analyzes HOW salespeople are doing their job, not just WHAT they are doing in their job. By focusing on the HOW, coaches allow sellers to take charge of their own successes by helping them think through their own problems in order to devise solutions.
It also means, once a sales goal is set and the processes are in Read More