What makes a good coach?

- You don't have to be the most amazing salesperson ever to be an exceptional sales coach. In fact, if you've had your own struggles in the world of sales, you'll likely be a better coach than the person who was a natural. The best sales coaches are not always the best salespeople, but top tier coaches do have three things in common. First, they prioritize intent. If you only have a couple minutes with your rep, like right before a sales call or in a Monday morning huddle, trying to cram a lot of product details or sales skills in their head is not going to be helpful. They'll get overloaded. They won't remember the exact way you phrased something, or, if they do, it will sound inauthentic. Instead, a great coach will ask the rep how they're going to help the customer. And they'll ask why it matters. This shifts the starting point of their brain. It elevates their sight line. You take them from a natural self-focus, I…