Are sales managers coaching?

30th January 2016 |   Journal Of Sales Transformation

While coaching is universally considered to be a vital predictor of salesperson success, benchmarking data from Blackdot suggests that sales manager coaching of reps is happening far less than expected and is highly variable in consistency.

According to the report Unlocking Sales Manager Coaching Impact – A holistic approach for enhancing coaching outcomes, the typical solution has been to try to fix the problem by focusing on improving coaching skills in isolation; however, the data suggest low provision is symptomatic of a broader set of problems facing sales managers. “A more holistic approach is required to enable sales managers to dedicate more time to personalised coaching and deliver long-term sales performance,” the authors argue.