A highly successful vice president of sales recently shared his frustration with the members of his sales management team, who he felt were focused only on results. He worried that they were not spending any time developing their salespeople.
His longer-term view is based on the belief that developing people to the best of their potential improves performance and retention, and it also helps develop a pool of succession candidates.
Most sales leaders would agree that coaching is the most impactful activity a sales manager can do to drive sales team performance. Studies reinforce this by showing that above-average coaches deliver 20 percent more sales.
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