To coach, or not to coach: that is the question.
Whether tis nobler in the mind to suffer
The slings and arrows of occasional “time lost,”
Or to take arms against a sea of troubles…
Think you dont have time to coach? Think again.
Its easy, almost comforting, to say there simply isnt enough time in the day to coach and do everything elsereports, admin tasks, hiring, and, of course, selling. From a sales managers perspective, coaching is a burden, especially given the pressures to produce.
But, consider the premise that proper coaching is, in fact, not time lost, but time saved. That an hour helping prepare a salesperson is time better spent than fighting the sea of troubles generated from unprepared, ineffective sales activity.
The answer lies in targeted coaching.
Think about it. Few, if any, fields of human endeavor succeed on mere reaction. Success requires preparation, focus and disciplined executionespecially when time is limited. There is no question that sales managers have one of the hardest jobs in any organization. But it is also true that sales managers are the key to success in both changing...
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