Sales Futurists Roundtable: Sales Leadership & The Coaching Imperative. Too Late or Just In Time?

Even if salespeople have undergone progressive sales training, there's no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way, or to simply skip steps and take shortcuts that can lead to long-term trouble. Perhaps even more important these days, is the fact that markets, competition, technologies, and customer preferences are all in a constant and accelerating state of change. This fact requires that salespeople are able and willing to rethink their sales strategy and approach frequently and receive a regular top-up of skills and motivational coaching. For sales managers, developing others’ abilities is even more important – indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counseling hinges on empathy and the ability to focus on our own feelings and share them. Sadly, of all the skills and traits required to become a successful sales manager, one who is able to maintain their team performing at optimum levels, coaching is the one that is often lacking. Enjoy this roundtable, as we discuss how companies today can still thrive when managers learn how to coach consistently and effectively. Listen to what today's companies and leaders need to do and learn in order to create and maintain their competitive edge today and tomorrow while maintaining and continuing to build their corporate confidence and the confidence, trust, and performance among their remote teams.