Managing vs. Coaching: As Seen in SalesForceXP Magazine

Q&A with Linda Richardson

Q: What are some signals that will help verify that sales coaching is occurring?

Richardson: In most coaching session, the sales manager does the bulk of the work. Good coaches change this dynamic by forcing the salesperson to self-assess. By helping the salesperson self-assess, they not only learn how to self-coach, but you gain so much more - you’ll get more buy-in, you’ll know where that salesperson is on the learning curve, you’ll work on the right obstacle vs. assuming what the problem is, and you will help the salesperson take responsibility for individual development.

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