Too many Sales Managers fall back on what may be called “spreadsheet coaching,” where the focus is on whether the sales staff is hitting its numbers, or not. Instead, working closely with the individual sales professional provides an understanding of the context of the problems. This is according to Sales Coach Jeremy J. Ulmer.  “When it comes to coaching, they’re so focused on that number and hitting that quota, they lose sight,” he says. “The way that you do that is not focus on those outcomes but focus on behaviors. Coaching is not meant to be democratic.”

via How to Improve a Struggling Sales Team | Inc.com.