Sales managers must master the critical skill of sales coaching in order to maximize the sales performance of their teams. The role of a sales coach cannot be over-estimated for any high performing team.
One common obstacle that many sales managers encounter when they try to coach their teams is getting buy-in. In other words, convincing a salesperson to try a new approach or change a behavior. While it is easy to blame the salesperson in these situations, sometimes it is the sales manager&rsqu