For much of the sales world, the notion that sales coaching is an essential ingredient in improving sales organizations is not up for debate. But while the debate about the necessity of sales coaching may be over, most sales leaders if they’re honest will tell you that they barely have time to manage their sales teams and they just don’t have time to coach. With that reality as the backdrop, I want to pose this question: What if you could cut your coaching time in half and get better results?

In our over twenty years of working with leading sales organization executives and front-line managers, we’ve identified what we consider to be the top two mistakes that hinder effective sales coaching – mistakes that if avoided will greatly simplify the sales coaching process and minimize the time it takes to effectively develop your reps.

• Developing the Wrong People
• Measuring Behaviors Instead of Outcomes