Coaching field note
The Sales Coaching Gap
Sales coaching can improve performance, yet many managers spend little time on it. The original article traced that gap to two pressures: overloaded management roles and limited preparation for the coaching responsibility itself.
Managers need a structure too
A manager who is expected to coach needs more than a calendar reminder. A workable system defines the selling behaviors to observe, gives the manager a focused way to record evidence and turns that evidence into a practical discussion.
Without that structure, coaching can become random and informal. With it, managers can make limited coaching time more specific and repeatable.
Better coaching begins by making the next conversation easier to prepare and easier to follow through.