Category Archives: Coaching

Sales reps who excel often get promoted to become sales managers. However, just because they were good at selling does not necessarily mean that they will be as effective in managing sales people. It is true that to be an effective coach, you do need to know how to play the game. But not all great sales reps make great managers. Different skills and knowledge are needed to effectively coach. Of course, mastery of the knowledge is the foundation. You cannot teach and coach what you do not know.

Part of the joys of being a consultant is helping people in a variety of companies grow and develop. At Delta Point, we often work with sales reps and sales managers. I find it fascinating when I meet with managers and ask them to describe their role. Although many don’t use the word coach, I would venture to say that all good sales managers are also coaches. Being a coach means that your role is to help others get better at their jobs and encourage personal growth.