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How to Make Sales Self-Coaching More Effective

Self-coaching can be a like the blind leading the blind. At best, the rate of improvement is slow and inconsistent. At blind leading the blindworst, the group perpetuates behavior that is not competitive. This is also true of peer coaching where they exert their influence based on equally inaccurate perceptions of what they do and too often steers the colleague in the wrong direction.What follows summarizes why self- and peer-coaching alone can be ineffective in developing sales peoples’ self-analytical abilities – A critical part of sales mastery. Then we overview how to solve this problem. The context is that since 2008 sales management can be summed up as, “Do More with Less” One result being that technology has accelerated the trend toward inside sales. In fact, there are now more inside sales people in USA than their traditional outside sales counter parts. In turn, this increasingly spawned the view that sales people can coach themselves entirely. This thinking is a logic based on increasing spans of control and a lack of sales managers both in ability and their inclination to coach their sales people (more…)