What Is Coaching?

“Take steps to expose your people and yourself to the best ideas and see to it that they are trained in how to apply them.” — Peter Drucker

In our industry, many managers mistakenly believe that coaching involves motivating or counseling sales employees. However, coaching is really a process to improve the sales person’s performance through job-related learning. One of a manager’s primary responsibilities, coaching is structured, planned, tailored to the individual sales person and behavioral in nature. The only way to change results is to first change the sales person’s behavior.