How to Coach Frontline Sales Management

Thought you might be interested in the article How to Coach Frontline Sales Management and thought I’d share a few points with you here. I’ve found some relevant information here so if I find more, I’ll be sure to pass it on.

Questions to use when coaching sales management

Question 1 for sales management: What’s working right now, and what’s getting in your way?

It’s amazing how often obstacles are things the manager is able to overcome themselves with your assistance on setting priorities. Someone might say that finding time to coach their reps is an obstacle. That’s a chance for you to teach them how to run more efficient coaching sessions that won’t take as much time. Someone else might say they’re getting buried in service issues, which can be an opportunity to coach them to stay involved but to work with and trust your support team.

Question 2 for sales management: How are your team’s key deals and pipeline?

You’re responsible for the entire company’s sales numbers, so you obviously need to make sure your sales managers are going to hit their team quota.

Review the key opportunities your manager and her reps are working on for this month and this quarter. Strategize with them on what looks good in each deal and what is still needed to win. This provides good opportunities to coach around account planning and execution, which your managers can then use to coach their reps.

If you want to keep reading with any of that content, by all means, click the link here to keep reading. Please feel free to contact me on (0404) 056-788 or email at steve@thechangegym.com for any thoughts and perspectives.

Thanks,

Steve