Having returned from speaking at Selling Power's Sales Leadership conference in Chicago yesterday, I am more passionate than ever that front line sales managers must acquire the skills and tools to more effectively coach their teams in this business environment. We all know the drill, research shows that coaching is the sales manager's least developed skill and most have been put into the role as a result of being a top producing salesperson. This can be a toxic combination for someone expected to engage, support and drive results through their sales teams. A favorite quote of mine from John Wooden, legendary UCLA basketball coach is "its what you learn after you know it all that counts". It is this very wisdom that sales managers must never lose sight of if they are to be effective, especially today!
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David DiStefano is President and CEO of Richardson, a leading sales training and performance improvement company. Please join David in his interactive blog where he will discuss the importance of sales and the opportunities and challenges of selling in today's global marketplace.
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