RAB Research Archive

Coaching in the moment



The goal of coaching is to make people better. Awesome sales managers recognize when reps don’t need, or don’t want, to be coached and they leave them alone to do their high-priority tasks.

But they also don’t hesitate to drop everything and take advantage of opportunities to help sales reps solve problems the very moment they are faced with them.

Real-time learning works best for most things, including sales strategies. Coaching in the moment provides sales reps with the confidence needed to conquer similar problems down the road.

Source: Sales trainer Koka Sexton





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