Welcome to the Inside Sales Enablement Podcast, Episode 12

Sales Coaching the definition matters. Especially with regard to enablement and Sales Management

There is A LOT of noise in the market today about "sales coaching" 

The question is, does it help sales managers become force multipliers, or is it a source of conflict? 

In the episode, the guys use a role-play (Scott based on feedback he's heard from many different sales enablement leaders and Brain-based on research he's currently doing on front-line sales managers).  

Key points:

• Understand what is on the plate of your sales managers
• Be very clear about what your sales coaching program will do 
• Make sure you're building a program with an impact to help managers 
• Find ways to measure the results