Key commitments for a highly effective sales coach

09/30/2013 |

As a sales manager, you shouldn't let your administrative responsibilities get in the way of your coaching efforts, writes Matt Sunshine. You need to learn as much as you can about your sales representatives and spend plenty of time in the field observing their behavior. "Schedule this in-field time well in advance, so it's not a surprise attack, and share very clear expectations regarding the purpose and intended outcome of this time together," Sunshine advises.

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