Sales Managers often forget that their SRs work, for the vast majority of their time, by themselves on territory. There are weeks, if not months, between in-field visits.
It sounds really counter-intuitive BUT the true measure of great sales coaching and sales management is what happens when you’re not there.
Coaching and Management then should never be about “control”…. it’s all about influence that lasts.
Associated with this Law is the Sales Manager’s Nightmare …. “what if I spend time, energy, and resources coaching this SR, and the next day with the SR back on territory NOTHING CHANGES?
