Selling sales managers on coaching | Sales Training Connection

In the Sales Training Connection we?ve often written about the importance of sales coaching. Companies know they can?t have superior sales teams without great front-line sales managers who know how to coach.

We?ve written about this in the July 2011 issue of Chief Learning Officer magazine (p. 40) ? Selling Sales Managers on Coaching. Take a look about how they can avoid one of the reasons we hear most often as to why sales managers don?t coach.

Technorati Tags: sales best practices, sales coaching, sales management coaching, sales training

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" ? a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.

Source: http://salestrainingconnection.com/2011/06/24/selling-sales-managers-on-coaching/

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