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Mastering Sales Coaching

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Questions and Answers

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?

Both quantity and quality (correct)

Neither quantity nor quality

Quantity only

Quality only

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?

Focus on areas where their involvement can have the greatest impact over the long term Signup and view all the answers

What should sales coaching focus on?

The input side of the sales performance equation Signup and view all the answers

When should a sales manager coach their team for maximum effectiveness?

Earlier in the sales cycle Signup and view all the answers

What should a sales manager identify to coach for revenue growth?

Reps' skill deficiencies Signup and view all the answers

What is the number one topic for impacting revenue growth?

Identifying skill deficiencies Signup and view all the answers

What is the ultimate goal of implementing the suggestions in the text?

To improve coaching quantity and quality Signup and view all the answers

What should a sales manager not base coaching solely on?

A scorecard Signup and view all the answers

What should a sales manager focus on when coaching for long-term impact?

Areas where their involvement has the greatest impact over the long term Signup and view all the answers

What should a sales manager do to take back control of their time for coaching?

Identify time wasters and eliminate them Signup and view all the answers

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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Description

If you're a sales manager looking to improve your coaching skills, this quiz is perfect for you! Learn about the importance of effective coaching, how to improve both quantity and quality, and why coaching based solely on a scorecard might not be the best approach. Discover how to focus on the input side of sales performance, coach earlier in the sales cycle, and identify skill deficiencies to drive revenue growth. By implementing the three suggestions provided, you'll be on your way to taking your team to the top