Sales has always been a competitive arena, but now more than ever.

In the modern-day world of fast-paced businesses, being successful in sales requires an array of skills and understanding to navigate through today's intricate level of stakeholders involved - having risen from 5 to 11 over last decade alone!

With lower average tenure rates for any position held it is therefore even harder for both managers or employees at individual contributor roles alike to find success.

Challenging? Yes; But with the right set up far from impossible!

Every team, every individual is comprised of a unique rhythm and style; something that comes to fruition with experience, feedback and coaching.

Unfortunately for many salespeople on the job market though - 78% surveyed said they felt under-coached by their manager!

Managers themselves can relate as 71% reported having not received any formal training before taking up duties in this role.

As an organisation it's our responsibility to ensure expectations fit objectives – from individuals developing experiences through managers being given adequate tools needed for success.

We all want to create change, yet we often resist the idea of changing ourselves.

When it comes down to Sales coaching, however, time constraints are not a valid excuse for avoiding developing your team and yourself.

The reality is that many people dislike being coached due to its common association with micro-management – instead finding comfort in blaming their Managers for lack of progression - while those same Managers may be unconfident about taking on such an arduous endeavour as call coaching requires teamwork and dedication beyond just focusing on output alone!

Without integrating feedback & coaching into company culture at every level sustained success will remain impossible.

So what should you do?

As a Sales:

1. Select 2 calls per month
2. Ask your manager for feedback
3. Don’t forget to ask questions during the coaching session: “How would you have done differently?” “What would you say if next time I try this…?”

As a Manager:

1. Create a scorecard template that you will use for every call coaching session. There is a huge difference between verbal coaching and written one
2. Block time in your agenda to listen to the calls
3. Create a recurring bi-weekly session with your Sales, dedicated to this topic. Focus on inputs and progress, one at a time
4. Later on: have team sessions to facilitate critical thinking and self-development