Call coaching has been ranked as sales managers’ #1 worst skill, according to the Sales Executive Council. Surprised? Me neither. Harsh, but fair.
According to data from Objective Management Group, only 7% of sales managers are capable of coaching their team. This is especially disappointing when you keep in mind that coaching salespeople at least 3 hours a month yields an average of 7% over the goal.
I struggle with inside sales call coaching myself. Why? Because it’s just soooooo much easier to take over the call myself. Are you with me?
Here are some quick tips to help former sellers who are struggling to transition to a coaching role.More