boldomaticIt's about getting better. Sales leaders aren't coaching, AND in defense of sales leaders, many salespeople aren't open to improvement. It's not about getting good and this is where both sales leaders and salespeople struggle. Sales leaders start with their underperformers, focusing on them, thereby giving less time to their middle and top performers, arguing they're already good. If the sales leader subscribes to this notion, that the salesperson is good, they stop coaching the good salesperson.

Source: Forbes February 15, 2018 21:45 UTC