Podcast
Questions and Answers
What is the key to a sales manager's success?
What is the key to a sales manager's success?
- Aggressive sales tactics
- Effective coaching (correct)
- Having a large team
- High turnover rate
What is coaching effectiveness made up of?
What is coaching effectiveness made up of?
- Both quantity and quality (correct)
- Neither quantity nor quality
- Quantity only
- Quality only
What should a sales manager do to improve coaching quantity?
What should a sales manager do to improve coaching quantity?
- Increase the number of coaching sessions per week
- Hire additional coaches
- Delegate coaching tasks to their team
- Take back control of their time (correct)
How can a sales manager improve coaching quality?
How can a sales manager improve coaching quality?
What should sales coaching focus on?
What should sales coaching focus on?
When should a sales manager coach their team for maximum effectiveness?
When should a sales manager coach their team for maximum effectiveness?
What should a sales manager identify to coach for revenue growth?
What should a sales manager identify to coach for revenue growth?
What is the number one topic for impacting revenue growth?
What is the number one topic for impacting revenue growth?
What is the ultimate goal of implementing the suggestions in the text?
What is the ultimate goal of implementing the suggestions in the text?
What should a sales manager not base coaching solely on?
What should a sales manager not base coaching solely on?
What should a sales manager focus on when coaching for long-term impact?
What should a sales manager focus on when coaching for long-term impact?
What should a sales manager do to take back control of their time for coaching?
What should a sales manager do to take back control of their time for coaching?
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Study Notes
- Effective coaching is key to a sales manager's success.
- Coaching effectiveness is part quantity and part quality.
- To improve coaching quantity, take back control of your time.
- To improve coaching quality, focus on areas where your involvement can have the greatest impact over the long term.
- Don't coach based solely on a scorecard.
- Sales coaching should focus on the input side of the sales performance equation.
- Coach earlier in the sales cycle to be more effective.
- Identify reps' skill deficiencies to coach for revenue growth.
- Identifying skill deficiencies is the number one topic for impacting revenue growth.
- Implementing these three suggestions will help take your team to the top.
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