What Stops Sales Managers from Coaching?

Exploring Stops Sales Managers from Coaching

Do You Know What Stops Sales Managers from Coaching?
If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches.

Why Sales Coaching Matters
You gotta’ love the picture…a graphic of the ideal sales coaching situation. Sales team members eagerly scrambling up the learning curve encouraged by their supportive sales manager. You can easily extrapolate to the next frame where they achieve their sales quotas.

But is this anywhere near what happens in the real world?

Sales Coaching Is a Top Priority
Most sales organizations are convinced that sales coaching is a powerful key to unlocking the potential of a solution selling team. In fact those surveyed by the Sales Management Association selected sales coaching as the top priority for sales managers. Our research shows that sales reps who receive frequent sales coaching outperform their peers 4-to-1. It’s clear that coaching can have a significant impact on sales performance.

Too Few Sales Managers Are Effective Coaches
But what we have observed is that too few sales managers implement sales coaching in a way that makes sense…that truly contributes to profitable revenue growth and satisfied customers. Why? Because too many sales managers avoid coaching…even those who have received so-called sales coaching training.

What Stops Sales Managers from Coaching?
In our experience, here are the main reasons sales coaching training does not help leaders to better coach their sales team:

1.  Too Generic
Sales managers have to juggle so many responsibilities. In addition to seeing that the team reaches sales goals, they often have their own book of business. Additionally, they most likely have to fill out reports, run meetings, manage individual performance, define territories, create motivational (and fair) compensation packages, etc.  Sales managers have little time to waste. So learning how to coach in general doesn’t give them the real-life focus they need.

Ensure that any sales coaching training is specific to your sales strategy, your sales culture and your sales team. To be effective, sales coaches must target the key sales activities and behaviors tied to sales performance.

2.  Too Complicated
Sales managers with little time and sales team members with little patience need a simple, clear process that requires few steps. Too complex or time consuming a process will not be implemented.  Figure out what works best in your situation. Consider something as straightforward as this 4-step methodology:

  • Observation – the sales coach observes the solution seller in action
  • Reflection – the sales coach and seller review together what went right and what could be improved
  • Teachable Moment – the sales coach gives pointers for improvement
  • Plan – the sales coach and seller agree upon next steps

3.  Too Limited
Sales managers should be able to coach their team in all sales activities. If they are trained to coach only around near-the-close sales negotiations, their sales team members who are unskilled in discovery will never get that far in the sales process.  Make sure your sales coaches are well-equipped to coach through all the sales skills necessary for sales success.

The Bottom Line
For sales coaching to have the desired impact on sales performance:

  • Be sure your sales managers are trained to have real-world, targeted, effective coaching conversations.
  • Create an environment where they have the time and opportunity to coach.
  • Include sales coaching in their performance management process.

To learn more about how to combat what stops sales managers from coaching, download The Truth About the Biggest Sales Coaching Mistakes

Comments are closed.

For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

Linda Mitchell
Training Manager

We have worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.

Mary Johnston
HR Manager, BU Radiology Informatics

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
VP of Human Resources

LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.

Sandeep Kumar
Director, Software Engineering, EPG

We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.

Jeff Coon
Director of Human Resources

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
Chief People Officer

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

Beth A. Taylor
Vice President of Human Resources

Thoratec

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More