Sales coaching is imperative for your people to develop, but who should do it? Sales leaders, sales enablement (if you have it) or should it be outsourced?
Full declaration: I have a dog on both sides of the fight. I do retained monthly coaching of sales people for some of my customers. I also run programmes to develop the coaching capability of sales leaders, so they can become effective themselves.
My overall view is that outsourcing the sales coaching of your sellers is the worst thing you can do.
Full declaration: I have a dog on both sides of the fight. I do retained monthly coaching of sales people for some of my customers. I also run programmes to develop the coaching capability of sales leaders, so they can become effective themselves.
My overall view is that outsourcing the sales coaching of your sellers is the worst thing you can do.