---
title: "The Sales Coaching Gap"
url: https://thecoreresults.com/the-sales-coaching-gap/
description: "Why sales managers need time, training and practical tools to coach performance consistently."
published: 2018-10-22
updated: 2018-10-22
---

# The Sales Coaching Gap

Published 2018-10-22

Coaching field note

22 October 2018 · Coaching

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.