Sales Manager Score Keeper or Coach?

What is the score? Is a sales manager a score keeper or coach?

Back in the day George Carlin an off beat comedian did bit where he was a radio announcer and gave baseball scores; 3 to 2, 5 to 1, 2 to 0 etc. That was it no names for the respective teams or any details!

Many sales meetings are basically the same thing just focusing on the results at the end of a sales period vs. examining the details, thus missing the  opportunity  to coach critical areas  that could actually improve the probability of winning the game.

Each business has a sales process, usually 6 to 8 critical elements that need to be completed to close a deal such as;

      * Getting a face to face appointment

      * Determining who the decision maker is

      * Establishing a routine call pattern

      * Uncovering a need

      * Presenting a proposal

      * Asking for the order

Each of these typical steps has unique circumstances that may need coaching to help a sales person move the process along.

This is where sale managers can make a big difference coaching in a focused way developing ideas, strategies and tactics to assist a sales person.

Focusing on the score doesn't  move the ball down the field!