Coaching is one of the most important aspects of sales training.
However, not every coach is doing what is necessary to put their team in the best position for success possible.
In fact, most coaches aren’t intentional with what they are doing and trying to teach.
A coach, according to Matt, is the person who stands on the field and calls out the plays. Whereas, training is explaining to them what the moves are in that play, and drilling it.
Being prescriptive is weak, however, helping people to identify techniques to deal with their issues shows strength. Everyone wants to talk about deals. However, it’s a very narrow part of what coaching should be.
If you are coaching deals for the week, month, or quarter, you aren’t enabling them, you are disempowering them.
You become a crutch.
Some coaches start coaching too late, and many don’t know where to start. Don’t be a busy manager–someone who just tells reps what to do. It will disengage your reps and it won’t move the needle.