Viewing posts in the Coaching & Feedback category
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Enabling Sales Managers to Become Better Coaches
In a recent post, we examined several disconnects between sales managers and reps regarding the quality and impact of managers’ coaching. Our recent survey of nearly 300 managers and salespeople revealed that significant numbers of managers and reps were on ‘different pages when it comes to coaching content. While most managers say that during their coaching conversations, they stress long-term skills development, reps say the opposite: managers often engage in short-term, pipeline-oriented conversations. Coaching Substance and Style In addition to primarily engaging in coaching conversations that favor short-term over long-term outcomes, have... Continue Reading
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6 Do’s and Don’ts for More Effective Sales Coaching
The following is a post by Scott Van Almen, Life Sciences Sales Director at Allego. Scott is also CEO of Versatile Performance Solutions, and is a consultant and master facilitator in the medical device industry. Research shows that boosting the effectiveness of your front-line sales managers’ coaching is the single biggest driver of higher win rates, yet over a third of managers we recently surveyed felt they don’t do enough of it. Further, a third of managers and reps also disagreed about whether the coaching has an impact on sales results. Perhaps... Continue Reading
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Managers and Reps Disagree On Value of Current Coaching Efforts
Sales coaching is a hot topic these days. Everyone wants to coach–and do it well–but Allego’s “State of Coaching 2019” survey uncovered a major disconnect between how sales managers and reps view the quality and impact sales coaching. In the poll of nearly 300 managers and salespeople, coaches give themselves higher marks for improving reps’ results and skills than salespeople. For example, the vast majority of managers believe their coaching has a positive impact on their teams’ results, but only two-thirds of reps believe this is true–a significant misalignment of views. Misalignment... Continue Reading -
3 Keys to Coaching the Coach
Research shows that boosting the effectiveness of your front line sales managers' coaching is the single biggest driver of higher win rates, yet over a third of managers we recently surveyed felt they don't do enough of it. Even worse, a third of managers and reps also disagreed about whether the coaching is of even high enough quality to improve sales results. If you’re interested in coaching, check out this video to learn about three ways sales training and enablement leaders can help managers drive better performance from their reps. Continue Reading