5 Secrets to Great Sales Coaching

By Scott Gruher (Sales Benchmark Index)

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Your Sales Leaders talk to their people on a regular basis. They hold forecasting calls every other week. Pipeline reviews.  One-on-ones. But something’s missing. Why are good sales people leaving?  This post explores how sales coaching can improve retention.

Do You Really Know Why Good People Leave?

Top reps leave for greener pastures more now than ever in the past.  Your competitors and recruiters are on the prowl. Here are some common excuses Sales Managers make when an ‘A’ player leaves:

  • Our comp plan is broken – comp isn’t always the issue.  It is an enabler, but typically not a solution. 3rd party exit interviews rarely list compensation as the reason for leaving.
  • We hired the wrong person – Why…what happened? Was it truly a hiring mistake, or did you not invest in them?
  • Expectations aren’t realistic – if this is the case, why hasn’t everyone left?  Why are you still there?
  • I am too busy to coach – busy doing what?  Nothing is more important than coaching your team to a higher level

Good Coaching Will Make A Difference – […Continue Reading…]