Originally Published in LTEN’s Focus Magazine.
Why are you not devoting more time and resources to coaching your team? Three pressing questions keep many life sciences sales managers up at night: How to best leverage your sales team’s talents and skills to hit important sales goals? How do you keep the whole team – including top performers – engaged and focused vs. driving on auto-pilot? And how do you motivate top performers to step into next-generation leadership opportunities?
Coaching that reinforces your sales process provides the most significant opportunity to address those questions. That’s not news for most sales managers in healthcare and yet the question for many trainers is: Why are you not devoting more time and resources to coaching?
The three top reasons why coaching is so critical to your sales team’s success: You get stronger results; you retain top performers longer; and managers will be more satisfied.