Sales Coaching Culture

An insightful discussion with Mike Esterday of Integrity Solutions and Bob Kelly, Chairman of The Sales Management Association.

Most sales managers claim to value coaching- yet most don’t do it rigorously, effectively or sometimes at all. What’s behind the disconnect? New research done by Integrity Solutions in partnership with The Sales Management Association looks at key challenges for developing an effective sales coaching culture and drivers for making sales coaching yield better results.

Why is clearly defining coaching for your sales managers important? What’s the impact of time spent coaching? What does it mean when managers say they “don’t have time” to coach? And what’s the impact of coaching your sales managers?