The most important role in every sales organization? Front-Line Sales Manager.
The most important role of every front-line sales manager? Seller Coaching.
By far, managers’ single biggest impact on overall pipeline, individual deals, and long-term seller development is the degree to which they’re actively and purposefully coaching their team.
But should managers coach all reps equally? Or, for that matter, is the potential impact of coaching the same for all sellers? Actually, no.
And that distinction is vitally important for ensuring manager coaching is focused properly for maximum impact.
All that from a single distribution curve? Absolutely.
It’s the curve that launched hundreds of sales coaching programs. And it’s due for a revival.
