Sales Performance Coaching is a critical tool for building a high-performance culture. Coaching is classified as one of the most crucial roles of a front-line manager. The value and impact of sales coaching is widely accepted.
So, why is this discipline being avoided by sales managers if it is so crucial?
There could be many reasons, including:
No coaching structured process in place or diarised,
Managers have no time available in their working day,
Managers are not properly equipped and don’t know how to coach,
Managers don’t have either the interest or the patience,
No expectation or accountability relayed by senior management.
Protelos believe that quality coaching has the power to initiate significant change. Building and maintaining a coaching discipline is an action plan for success.
First - Understand why would a company implement a sales coaching framework for their first line managers?
To plan and implement a successful coaching process with their team,
To evaluate sales performance at an individual level,
To increase the effectiveness of their team’s overall performance,
To show commitment in handling difficult coaching conversations,
To motivate and develop individuals within the team environment,
To give recognition, improve performance and drive sales results.
Second - Understand the importance of creating urgency and building coaching cadence right now.
You can turn sales managers into great coaches by implementing Protelos sales coaching.