What sales coaching is and what it's not

- In most organizations, the sales managers are responsible for sales coaching and daily sales management. And as a sales manager, it's easy to be overwhelmed with the daily responsibilities, like tracking new business, watching attrition rates and going into tough customer escalations. Yet in the middle of all the daily things, you also want to invest your time in coaching your team. Let's look at a few scenarios that highlight the differences between typical sales manager behavior and true exceptional sales coach behavior. First, simple observations. A typical sales manager observes their reps and how successful or not they are with customers. But a true sales coach goes deeper. A sales coach observes body language and tone of voice, and they provide the rep with feedback on those nuance things. It's the difference between telling a rep, "Hey, you won the deal," or "You lost the deal," versus unpacking why, and the role…