Nov 3 / Martin Tucker

When Should You Outsource Your Sales Coaching?

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. 

Establish Instructor’s Presence

Don’t forget that your initial postings in the discussion forum, your first messages sent to all by email, or the greeting you post on your course home page will do much to set the tone and expectations for your course....