Recently we have posted several blogs on sales coaching. The response has been great and folks have provided great insights. Since there is a significant interest in sales coaching, we thought it would be worthwhile selecting one of the feedback ideas and take a deeper dive into the topic. Edwin Agcaoili’s comment is a good topic in point – “sometimes showing a rep how to do something can be an effective coaching strategy.”
Over the years we have observed a number of sales managers who did a great job at modeling. So picking up on Edwin’s idea, we thought describing what the best are doing on a good day would be worth profiling.
Before we examine the specifics, there is some general background worth highlighting. Let’s lump these ideas under the rubric of demystification.
Like mentoring, modeling is not a substitute...