I had a great conversation with a sales coach recently. Individual clients hire her to improve their effectiveness, similar to a life coach. I was curious about her process so she shared with me how she engages with clients.
I was humbled to learn that I had been using the terms sales manager and sales coach interchangeably. Boy was I wrong. There is a significant difference. My analysis is this: Sales managers tend to tell people what to do and how to do it. Sales coaches don’t give the answers, they ask the individual what he thinks he could do better, […]