Why Sales Leaders Use Coaching Framework

Considering its huge influence on releasing a salesperson's untapped potential to sell successfully, sales coaching should be a ‘must have’ rather than ‘nice to have’. Data from the 2015 CSO Insights Sales Management Optimisation Study clearly indicates that coaching has a tangible impact on business results.

Unfortunately, most of the time, development investments are still primarily targeted to salespeople rather than to their managers. Therefore, the coaching skills of the frontline sales managers (FSMs) are not developed accordingly nor are they equipped with coaching frameworks that help them coach salespeople throughout the entire customer’s journey.

This research note “The Case for a Coaching Framework” by CSO Insights addresses how can a coaching framework can help maximize sales potential and create a foundation for sustainable sales performance.

To create an effective coaching framework, a few prerequisites must be in place. Download the research note now and start the preparation for creating an effective coaching framework.