Do you think that switching a title could have an impact a sales team’s motivation – say switching from sales manager to sales coach?
I have been lobbying for sales departments to make this change for years. A while back I actually crossed paths with a VP of Sales who made this change a few years back and obviously we quickly became fond of each other. Naturally I was curious about what led him to make that change and his response made perfect sense, to me at least. He said, “I told my team that most everyone can manage, but very few can coach” which I agreed, but asked him to elaborate. To be concise, he went into detail about how in his experience he has found that many sales managers are very good at monitoring and reporting their reps activities and results, but very few of them are actually very good at teaching and coaching their reps how to get better at the activities that lead to favorable results. Very few are actually great at motivating their sales reps to sell more.