More and more companies are employing professional coaches to improve performance of individuals with the sales team. Anna Britnor Guest explains why.
From March 1999, this time we take a look back at an article published by the Institute of Sales Management (then the Institute of Sales & Marketing Management).
Exploring sales coaching - and the manager as coach - we explained some of the benefits: "...coaching can be a powerful tool in implementing change, increasing motivation...and addressing individual performance issues, thereby harnessing the potential for success."
What's changed since? Coaching and training are much more interwoven today with more group and individual coaching to support skills development. It's more embedded for many companies. Today, coaching is not an option, managers have to have the time and skills to coach - but it's still not as universal as it should be.