Coaching the Core: Tips for Sales Leaders
Posted by Ned Miller on Tue, May 17, 2011 @ 03:59 PM
Sales Managers can dupe themselves into thinking that the coaching they do around the water cooler is enough. Don't misinterpret this observation: most informal coaching is valuable. But just because your team knows your door is always open doesn't mean they are getting the one-on-one time they need from you.
Building a coaching process that helps your average performers, what Buck Bierly calls the "core of the sales team", involves scheduling blocks of time at least every other week. Listen to Buck's recommendations in Coaching the Core of the Sales Team mp3 file.
Interested in more on coaching? Check out our archived webinars at http://mzbierlyconsulting.webex.com or visit our blog for more articles on sales leadership at http://www.mzbierlyconsulting.com/bank-sales-corner-blog.