Coaching sales coaches, managing sales managers or whatever you wish to call it, do you do it? Or, do you assume since they are in a “management” role, they don't need coaching? Coaching sales managers is a critical need and a great opportunity to grow sales.
When we ask sales executives (VP, EVP’s, SVP’s, CSO’s, etc.) if they view their front line sales managers as an opportunity to grow sales, over 90% respond with “yes”. However, most also hesitate prior to answering, for they have not considered managers as a way to sell more—that is typically reserved for the sales reps. What a colossal waste of resources without good coaches. Think about it… A front line manager is typically accountable for approx. $10M-$14M of revenue and a typical rep is accountable for $1M-$2M, yet sales execs rarely concern themselves with coaching managers.