Few sales managers will dispute the benefits of sales-skills training. So why does skills coaching get shortchanged?

Our March workshop will focus on effectively engaging sales managers to coach sales reps and we want YOUR advice.

Participants will break up into three groups and, using one of three “manager engagement” cases, develop recommendations on how to improve sales manager engagement in coaching their sales reps. Each group will report out their recommendations to the entire group. Your peers will rate your recommendations using:

• 1.     Current performance benchmark against which  to measure
• 2.     Objective observation
• 3.     Improvement assessment
• 4.     Action steps

To get us jump started, we include an article written by our guest speaker, Jason Jordan, printed in T+D magazine of June 2012 that posits:  “Sales managers can only manage activities, not their sales outcomes.”

Here is a link to the article:    http://bit.ly/VeO653 

Jason is a recognized thought leader in the domain of business-to-business selling and conducts ongoing research into management best practices in hiring, developing, measuring, and managing world-class sales organizations. Jason’s extensive research into sales performance metrics led to  breakthrough insights published in his book, Cracking the Sales Management Code (McGraw-Hill, 2012).