Sales Coach vs. Sales Manager
Ok, sure, sure, the rep will absolutely HAVE TO sell something in order to keep his/her job and maybe the idea of coaching is a little too “Kumbaya” for some people out there, but as someone who has coached a few sales people in his day, I know firsthand the need for encouragement. The net-net of asking, “What did you learn today?” is that it promotes learning as a job requirement and acceptable outcome, especially for the young rep. I’d love to see managers learn this skill and take their collective foot off of the reps’ collective throat.
Then again, if they did, what would they need me for?
The speech went well. I talked about managing and coaching, time management, overcoming objections, and beating voice mail. Then, to fill the other 5 hours, I showed slides of my Alaska trip. I’m certain they’ll be inviting me back.
Bill’s Sales Challenge program starts Oct. 6. Also, check out the Sales Prospecting Webinars coming up on Oct.r 13 and 27 at www.AspireFor.com
For further information, please visit BillFarquharson.com