Free Sales Coaching eBook for Sales Leaders (PDF)

Turn your sales managers into coaches who raise the whole team.

Most sales managers were promoted for selling, never trained to coach, and are short on time to do it. This eBook lays out six steps managers can use to coach their teams to better performance, starting with what to measure and when to stay out of the deal.

Inside the eBook

How to balance activity metrics with measures of what customers actually do

The test for when a manager should join a sales call, and the three reasons to say yes

Why coaching belongs in the early stages of the funnel

What top performers actually want as a reward

For CROs and VPs of Sales who want their front-line managers coaching instead of selling.

If your managers’ job is to deliver numbers, who’s coaching?

The eBook shows what changes when coaching becomes the job.

The problem

Managers with the same job as their reps

Ask most sales managers what their job is, and they’ll say it’s to deliver numbers. Ask what their reps’ job is, and you’ll get the same answer. When that’s true, the team performs about the same as it would with no manager at all.

What’s inside

Six steps to a coaching team

Find the Right Balance of Efficiency and Effectiveness
Restrict Manager Participation in the Sales Process
Separate Transactional Business From Consultative Business
Focus on the Top of the Funnel
Build a Coaching Culture
Reward High Performers With What They Value

Turn your sales managers into coaches who raise the whole team.

Download the eBook (PDF)

If your managers’ job is to deliver numbers, who’s coaching?

Managers with the same job as their reps

Six steps to a coaching team

Know who to coach, when, and what to coach to