{"id":591,"date":"2007-01-20T17:39:57","date_gmt":"2007-01-20T23:39:57","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/coaching-salespeople-with-focus\/"},"modified":"2007-01-20T17:39:20","modified_gmt":"2007-01-20T23:39:20","slug":"coaching-salespeople-with-focus","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/coaching-salespeople-with-focus\/","title":{"rendered":"Coaching Salespeople With Focus"},"content":{"rendered":"<p>All sales managers must coach their salespeople. Many do so in a cursory manner, but that is typically not the most effective solution. I&#8217;m catching up on Selling Power articles today and kicked up this one &#8211; <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=7&#038;Layout_ID=605&#038;ARTid=2768&#038;nDate=January+17%2C+2007\" target=\"_blank\">Coach Early and O.F.T.E.N.<\/a> I&#8217;m typically not a fan of acrostics, but anything to remind sales managers of effective coaching has some value.<\/p>\n<p>The author provides solid advice for effectively coaching salespeople:<\/p>\n<blockquote><p><strong>F is for Focus<\/strong><br \/>\nCoaching interactions should be focused, specifically on one or two tasks or activities. Too often, however, coaches allow themselves to be distracted and get off track. Give too much feedback that&#8217;s all over the board and employees may not know what you want from them. Typically they will only be able to take positive action on one or two suggestions, so avoid tangents while getting your key point or points across. <\/p><\/blockquote>\n<p>I couldn&#8217;t agree more with that approach. Unfortunately, the author does not explain how a sales manager is supposed to know what &#8220;one or two tasks&#8221; should be targeted. Understand, some salespeople are poor at rapport-building, but they will never be good at it. A sales manager could waste many hours trying to coach this ability into their salesperson who just doesn&#8217;t have the ability.<\/p>\n<p>Apply a force multiplier &#8211; use our <a href=\"http:\/\/www.selectmetrix.com\/Sales_Dev_Plan.html\" target=\"_blank\">sales development plan<\/a> to identify the top coaching areas for the sales manager to target.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>All sales managers must coach their salespeople. Many do so in a cursory manner, but that is typically not the most effective solution. I&#8217;m catching up on Selling Power articles today and kicked up this one &#8211; Coach Early and O.F.T.E.N. I&#8217;m typically not a fan of acrostics, but anything to remind sales managers of effective coaching has some value. The author provides solid advice for effectively coaching salespeople: F is for Focus Coaching interactions should be focused, specifically on one or two tasks or activities. Too often, however, coaches allow themselves to be distracted and get off track. Give too much feedback that&#8217;s all over the board and employees&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/01\/coaching-salespeople-with-focus\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4],"tags":[],"class_list":["post-591","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-9x","jetpack-related-posts":[{"id":2614,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/08\/do-great-salespeople-make-great-managers\/","url_meta":{"origin":591,"position":0},"title":"Do Great Salespeople Make Great Managers?","author":"Derrick Moe","date":"August 4, 2015","format":false,"excerpt":"That is an age-old question, isn\u2019t it?\u00a0 You can insert your favorite sports example here which typically involves a superstar\/Hall of Fame-caliber athlete who fails as a coach because the game came too easy to him.\u00a0 But does this analogy work in the sales arena also? This Sales & Marketing\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1675,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/im-too-busy-to-coach-salespeople\/","url_meta":{"origin":591,"position":1},"title":"I&#8217;m Too Busy To Coach Salespeople","author":"Lee Fratzke","date":"July 24, 2008","format":false,"excerpt":"Coaching in many organizations is an after thought at best.\u00a0 What we see all too often is that the quotas are set and salespeople are expected to reach them on their own (to some extent).\u00a0\u00a0These are the\u00a0organizations in which we\u00a0see\u00a0far too little\u00a0coaching by the sales managers of their teams.\u00a0 Why\u2026","rel":"","context":"In &quot;Onramping&quot;","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1432,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/why-do-salespeople-quit\/","url_meta":{"origin":591,"position":2},"title":"Why Do Salespeople Quit?","author":"Lee Fratzke","date":"February 22, 2008","format":false,"excerpt":"I've read\u00a0in many articles, blog posts and white papers that people take a job because of the company and quit because of a manager.\u00a0 I have talked to many salespeople about why they are looking for a new opportunity and\u00a0the vast majority do come down to their manager.\u00a0\u00a0But there is\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":617,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-selling-sales-manager-paradox\/","url_meta":{"origin":591,"position":3},"title":"The Selling Sales Manager Paradox","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"We here at The Hire Sense are diehard hockey fans so pardon my analogy. Jacques Lemaire is the head coach of our Minnesota Wild. As head coach, he is obviously in charge of running practices, developing players, coaching during the game and, ultimately, winning games. He does all this without\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":14,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/generation-gaps-in-salespeople\/","url_meta":{"origin":591,"position":4},"title":"Generation Gaps in Salespeople","author":"Derrick Moe","date":"May 9, 2006","format":false,"excerpt":"This article from Sales & Marketing Management has a Tolstoy-like length, but it is a fascinating read that spans many topics. We'll start with the different generations in the sales arena today. This topic is one we experience daily as we have many customers with sales teams spanning these generations\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1632,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/fatal-assumptions-of-sales-managers\/","url_meta":{"origin":591,"position":5},"title":"Fatal Assumptions Of Sales Managers","author":"Derrick Moe","date":"June 25, 2008","format":false,"excerpt":"Good article here from ManageSmarter.com titled Can Training Fix Manager Transition Troubles?\u00a0 The primary topic is transitioning sales managers from sales rep roles.\u00a0 This is now small task and we have seen many crash and burn.\u00a0 The author provides some insightful commentary into this common problem. This section truly stands\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/591","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=591"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/591\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=591"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=591"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=591"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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