2022 is the best of times and the worst of times for sales teams. We have greater data, automation, and analytics than ever before, but all that data puts a burden on management. We have the ability to hire workers ANYWHERE in the world, but decentralization puts a burden on management.
We have more varied sales roles in the organization, but all that variety puts a burden on management. We operate at an activity level, pace, and volume that is more profound than at any time before… but all of this places a heavy burden on management.
Sales coaching is the single management activity that has the greatest immediate impact on performance, retention, and quality. However, more and more, we tend to throw technology or training at the problem without any impact- We call them Crutches, but what we need to develop are Coaches.