Identify When to Coach vs. When to Manage

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Real-time data on sales activities, pipeline opportunities, and deal status should be the foundation for each coaching session.

Rather than starting with, “What’s up with this deal?” you can dive straight into the specific steps and skills your rep will need to move the deal forward.

“Data brings objectivity to the practice of coaching a team,” says Jeremey Huckaby, Territory Manager for Corrective Asphalt Materials, LLC. “The film does not lie.”

“Data is important because you need something honduras telegram data you can measure so you can effectively manage performance. Data also helps you determine where your time investment will produce the best return.”
How do you get this data? The right tools and CRM system. Close tracks important metrics—including individual rep activities and KPIs—for insights on performance and deal progress.

Sales Coaching- Close-Activity-Comparison-Report
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Management dictates instructions. Coaching empowers reps to discover the answers—and grow.

There is a time to manage and a time to coach. These may overlap—but they’re still distinct.

George Brontén, Founder and Co-CEO of Membrain.com, says this:

“Salespeople often feel like they’re being coached much less than their managers think they are coaching.