Coaching The Coach
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Busy senior sales leaders agree that their frontline sales leaders' coaching abilities determine their success or failure when executing their sales strategy. Coaching your coaches is best done in bite-sized chunks, quick bursts of insights that can develop a team of masterful sales coaches over time. Parachuting sales reps into two—or three-day sales training events and expecting them to become top performers and stay top performers is a fool's errand. These weekly episodes can be forwarded to individuals or the entire frontline team and discussed on a huddle call to anchor in their coaching skills.
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