Coaching Is Not A City In China

Coaching gets a lot of press these days. It’s not just hype.

All salespeople need coaching from their sales managers, just as elite athletes need it from their coaches.

The difference is that elite athletes realize that coaching is essential for them to compete at the highest level.

Most salespeople on the other hand, typically haven’t received coaching throughout their careers, so they don’t recognize the value it can provide to their success.

Here’s the rub:

So if sales leaders lack the time to coach, and salespeople don’t appreciate the value of coaching, it’s no wonder that the amount of sales leader to salesperson coaching is lacking in most B2B organizations.

Let’s start with the sales leader side of the equation:

If sales leaders don’t have time to coach their salespeople, the typical reasons are (in order):

On the salesperson side of the equation:

If salespeople don’t prioritize time to seek and receive coaching, the typical reasons are (in order):

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