Sales coaching – so much of the advice shared in sales training programs and incorporated into sales coaching books and blogs focus on skill development.
While it’s certainly a very important perspective, the John Duff (CEO of 3C Interactive) interview in Corner Office makes an interesting build on the objectives for coaching. Duff makes the point: I want a coach who both helps people learn stuff and also inspires them. Duff goes on to share “there’s a pretty big difference.”
That addition resonated with us – especially as we come to the end of 2013. If sales managers are to achieve the dual objective that Duff suggests, mastering good sales coaching skills just got a little more challenging.
