Just like when you treat a wound, sometimes the best thing you can do is apply pressure. The same is true in sales coaching. New findings from our research indicate that the most highly impactful sales managers are ones who gently push their sales teams in a way that elicits a positive reaction or growth.
First, let’s make sure we’re on the same page when we talk about this pressure or pushing. At EcSell, this is a part of a concept we call the Catalytic Factor, or the C-Factor. Sales managers who have the C-Factor create an environment on their team that propels people into higher performing zones and zones of growth through the introduction of challenges, new experiences, or strain. Here, we focus on two behaviors in this concept: encouraging reps to move outside their comfort zone and stretching a rep’s selling skills and abilities.