Welcome to the Inside Sales Enablement Podcast, Episode 14
One of our listeners, Rachel, shared her companies view about sales management and the difficulty managers have in transitioning from being a top-performing rep to sales management.
Joe Gibbs won Super Bowls 3 different quarterbacks. How? He coached to a system, encouraging people to be themselves, and focusing on outcomes. There are a lot of people talking about front-line sales managers and having them "go coach more." As much as that's been discussed, sales coaching hasn't really taken off.
The guys talk about:
- What is sales coaching
- What are the components of a successful coaching program?
- How do we get past talking about coaching and enabling managers to be successful
Sales managers have to live in two worlds, traditional "management skills" and also sales productivity contribution. Sales Enablement leaders looking to implement sales coaching need to be clear about their focus and intent. What can sales enablement leaders do to add value?
The guys discuss
Rudolph the Red Nosed Reindeer and Moving from Reactive Actions to Proactive Sales Enablement (Ep #24)
Lessons From the Ford Edsel Failure & Who's the Customer of Sales Enablement? (Ep#23)
Clarifying the Sales Enablement Operating Model to Elevate Strategic Impact (Ep#22)
The Scouts Scene in Moneyball & Figuring out Focus for Sales Enablement (Ep#21)
The Securities Act & A Foundation to Elevate the Profession (Ep#20)
The Professionalization of the Role & Inside the 1st Sales Enablement Summit (Ep#19)
Managing Up & Deploying Technology World-Wide (Ep#18)
Setting & Managing Expectations: A Case Study in Stakeholder Management (EP #17)
Dimitri Mendelev & the Evolution Sales Management (Ep #16)
From PIP to Perform & Sales Simplification Strategies (Ep# 15)
The Chicken Hawk & the Importance of Stakeholder Management (Ep #13)
The Hubble Space Telescope & Clarity for Sales Coaching (Ep #12)
Sales Kickoffs - What are Executives Getting for the Investment? (Ep# 11)
The NYC Police Department & Drving Sales Objectives (Ep. #10)
The Movie "Beaches" & Unclogging the Sales Pipeline (Ep# 9)
Building the Brooklyn Bridge & Sales Productivity Strategies (Ep #8)
A Listener Joins & Establishing a Sales Enablement Function (Ep #7)
Special Edition! Inside the Conference Board Sales Enablement Council Meeting (Ep #6)
The School System and The Role of Sales Training Today (Ep #5)
Code and preview