One of the many roles a sales manager has is coaching their sales reps. This is an ongoing effort that can be easy or challenging or downright impossible depending on where the rep is at any given moment. And sales managers know that there are very few days when one of their reps doesn’t need a little extra support. Whether a sales rep is experiencing a string of rejections, personal problems, or an unexplained slump, a good manager can help get them through the down times.
Managers are responsible to stations for revenue. They set budgets, give reps their individual goals, and sometimes hope for the best. It’s part art, part science, and part bowing to pressure from above. Great managers clearly communicate what is expected and try to make sure each person has the tools they need to reach these goals.
When something goes sideways for a rep, that is when the coaching comes into play. Reps want to make goals and earn commission and/or bonuses. They want to be winners, not whiners! Unless they are simply behaving badly by not showing up on time, missing deadlines, or not doing reports, all of which are pretty easy to identify and correct, we have to help them find the answers.