Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

CHAPTER 6

FORMALIZING SALES COACHING INTO YOUR DAY-TO-DAY JOB

In the path to developing effective coaching practices, selecting the right activities to coach is an important first step. Structuring conversations in ways that create value for the salespeople being coached is another important consideration. In addition to knowing what you should be coaching, and how those conversations can unfold, the way you operationalize coaching interactions into your day-to-day work flow is vital. In fact, this is where most sales managers hit the wall.

There is no point in prioritizing and structuring coaching conversations if you can’t figure out how to consistently conduct those conversations. It is like developing an intensive exercise plan that isn’t ...