Coaching is NOT merely telling and showing, rather its about asking (now you know what they know or can do), listening (building engagement & sharing in pursuit of better performance as a team), agreeing upon action (people only improve if they do something about it), and NOW YOU ARE COACHING! Coaching is NOT about you, rather a decision an employee first makes to learn and than ultimately pursue..

The key to sales coaching is very simple:

People Do NOT Perform Better Because You Tell Them to!

No Time - make it

When was the last time a sales person walked in to their manager's office and asked to role-play? Why do I bring this up? Because we need to practice or we simply don t get better because we arbitrarily decide to do so. Sales Managers MUST drive performance because most sales people will not take it upon themselves to do so.

Its vital to coach people when they are selling because there are so many challenges today:

Price objections can result in a very sticky situation for sales people. As a manager do you know what your salespeople are going to do when they get in that situation? As a salesperson do you know what your manager wants of you when you encounter a price objection? This is why managers need to coach.

Bad Attitudes can hinder a business but with coaching they can be solved. Bad attitudes can tear co-workers apart, can decrease productivity through out the office, and make co-workers unwilling to work together.Managers reluctant to coach this bad apple back to a productive member of a company, can cause this problem to grow at an insurmountable rate. This makes everyone of those problems..

Weeks after a seminar or workshop, employees find it difficult to change their day-to-day work. So, managers need to put training reinforcement and coaching into place.  The two methods are different, but both employ the same types of techniques. When they are both utilized together, the results increase dramatically and employee skill sets greatly improve.