sales management core competency

I’ve written extensively about sales coaching before. Yesterday, a fairly typical day, I coached 4 different sales experts and 2 clients on how to more effectively coach salespeople and sales managers.  I have noticed that most sales managers believe that they’re fairly good at coaching when, in reality, most of them are very ineffective at it.  Why?

First, let’s look at what’s required for effective coaching. Some of it is tangible and measurable while some isn’t. Effective Sales Coaching requires: