Sales leadership talks about it all the time. Sales consultants advocate it. Sales managers say they would like to do more of it—if they had the time. The “it” of course is sales coaching.
Yet, if you nose around out there, you will often find less coaching is occurring than might be expected given all the voices of advocacy. Why is that? While there are a number places to lay blame, here is a breakdown of four of the more devilish reasons.
- Conflicting demands. Sal