From the course: Transitioning to Management for Salespeople
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Coaching sales skills
From the course: Transitioning to Management for Salespeople
Coaching sales skills
- [Instructor] As a new sales manager, part of your job is sales coaching. Now, when you were a rep, you probably had some great coaches and some not so great coaches. So let's break down what a coach is. First off, a sales coach, they're not a sales assistant. The goal of sales coaching is to improve your reps' ability to be successful by themselves without you there. If you're jumping in at every mistake or taking the hard part of all the conversations, that's not the most effective way to coach. You know, your rep may pick up a few things from observing you, but the negative effect on their confidence and their ability to manage calls without you far outweighs learning by observing you only. So coaching your reps means helping them figure out challenging scenarios by themselves and providing constructive feedback rather than just a critique. So when you're coaching, you want to focus on behaviors, not outcomes.…
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