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Sales Stories from the Track Selling Institute

Are sales coaches effective for sales leaders?

More than ever, sales managers today are looking to improve their coaching skills, manage more effectively, and stay in their job longer. Why?

Consider these disconcerting statistics from a white paper by Dr. Jack Zenger and Dr. Joe Folkman:

  • More than 60% of sales reps surveyed say they’ll leave an organization if their boss is a poor sales coach.
  • While 75% of businesses believe coaching is the most important thing sales leader do, almost half the managers surveyed spend less than...
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Top salespeople may not be the best sales managers

sales management Feb 04, 2019

I contend that the frontline sales manager has the toughest job in all of management.

In no other management position is accountability measured more by the results produced. And in no other position are the results so visible. And in no other position is average tenure so short.

The numbers tell all. The sales organization, the territories, and the individual salespeople either meet quota or they don't. There's no in-between.

The position can be thankless. There is little or no public...

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