Horror Stories From The Field

By Steven A. Rosen

Coaching the Uncoachable? images (1)

Last week I had a monthly coaching session with one of the top sales managers I work with. Tony started with a new company in January and had made it a point to work in the field with each of his reps twice in the first two months. Tony’s team is made up of the company’s “top” sales reps that have been promoted to launch a new product.

He had worked with Sally twice and was very perplexed and desperately looking for insights on how to coach her. […Continue Reading…]