RESOURCE GUIDE: Studies consistently show that the greatest tool sales managers have is coaching. Like any good manager, effective sales managers conduct performance coaching and career coaching – but they also devote significant time and attention to two types of coaching that are unique to sales: opportunity coaching and call coaching. Getting Started with Sales Coaching Opportunity Coaching The sales manager must help salespeople to develop opportunities that could lead to the acquisition of a new customer or additional business from an existing one.

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