Why sales leaders should coach front-line managers

03/19/2013 | Sales Benchmark Index

Sales leaders should spend a large percentage of their time coaching the managers who oversee sales representatives, writes Drew Zarges. "Great reps don't become great without guidance and instruction. The same goes for your managers," he writes. Sales leaders should engage in one-on-one coaching sessions with managers, ride along on sales calls and observe opportunity-review sessions, he writes.

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