The best kind of coaching for sales teams is often in systematically building up skill sets needed while in pursuit of hitting current targets. . . . . . .
These days, they [sales staff] are lucky to get a week or two of orientation before being thrown onto the front lines. It’s hardly surprising that many struggle.
It is important for CEOs to provide training and resources to set their sales team up for success. That means systems, accountability, transparency and coaching on the job.
Randy Illig, the global leader of FranklinCovey’s Sales Performance Practice and co-author of “Let’s Get Real or Let’s Not Play – Transforming the Buyer/Seller Relationship.”