The manager coaching gap

There’s no end to the advice floating around about how to sell. But we still expect our sales teams to be guided and coached by their managers.

So, then, there’s an increasingly huge amount of advice for managers about how to coach their teams to sell.

But if we want our sales managers to do a good job, where’s the advice on how to guide and coach them? I’m struggling to find it, other than some pretty generic stuff that isn’t necessarily for leaders in sales (and we all know that we’re a special case ;)). 

Are we all just winging it? Is there an assumption that once you get past frontline management, the next time you get real guidance is when you’re eligible for “executive coaching” in the c-suite?

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