Today, I’m going to talk to you about sales coaching, specifically how sales managers.And here are the common questions I have come across.
- Should a sales manager sell? Or should he/she be a manager/coach?
- Should you hire your top rep to become your sales manager?
Many companies hire a coach but what I noticed to work effectively is when the company has a manager in place who serves as a guide or a coach to help the sales team perform.
However, some companies look for their next manager by looking at their top performing rep. Now, if they are performing well, why would you take them out of a selling situation?
Some cons when taking the top performing rep out of the field to become a sales leader:
- They’re not selling so you lose out on some revenue right away.
- The presence of some biases or conflicts of interest and then distrust begins to happen leading to a disconnect between management and sales people.
Strategies to avoid biases:
- Get people some training and help so they can perform well.
- Set up their earnings based on the performance of the team.
The power of having a coach:
- It challenges you and helps you set goals.
- It helps you find out your weaknesses and where you need help the most.
- It gives you help, direction, and guidance
Hire someone from the outside to be a sales coach or manager that’s going to come in and be there full time to dedicate, guide, train and help your organization. Don’t just take your top reps out and make them sales managers. First, find out if they desire to do that in the first place.
Coaching Salespeople into Sales Champions by Keith Rosen
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