sales coaching
When to Coach and When to Manage (And How To Tell the Difference)
Are you engaging in sales coaching as much as you think you are? Sometimes, salespeople feel like they’re being coached much less than their managers think they are coaching. This happens because most sales managers are never taught the difference between coaching and managing, and when each one is appropriate.
Can Sales Coaching Be Replaced by AI?
Here at the start of the new year, we at Membrain are preparing to make it easier for sales managers to coach. Our new coaching cockpit will enable managers to see at a glance everything they need to know to be more effective and targeted in how they manage and coach their people.
Why Do Salespeople Avoid Prospecting?
If there’s nothing else to do, salespeople should default to prospecting. That’s a pretty decent rule of thumb, one we’ve all heard more than once. After all, effective prospecting is the key to keeping the pipeline full and sales results consistent.
The Sales Management Problem
The sales industry has a leadership problem, and it’s bigger than we think.
“I Don’t Have The Time To Coach!”
I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!”
Four Ways To Coach Your Sales Coaches for Higher Team Performance
Sales coaching is a critical function of a sales team, yet it’s often treated like an afterthought. Coaches are expected to act like they were born knowing how to coach (which they were not). And, they’re expected to do so within an environment that is constantly changing and often largely remote.
