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Title:TALKING SALES 216: "A sales manager must be a high performance coach" - Wayne Moloney
Published:06 May 2018
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"The biggest impact on performance comes through coaching" - Interview by John Smibert
Good sales management is the cornerstone of the success of any sales organisation.

To adapt a quote from Tony Hughes, front line sales managers can be the weakest (or strongest) link in the revenue chain - essentially in the way they lead and coach their salespeople.

Organisations who have an engaged, committed and competent sales force are the winners. And it is the sale managers who achieve this (or not)!

In my mind 'Coaching' is critical to this achievement and all sales managers need to be competent in this function.

The last chapter in Wayne Moloney's excellent book "Your roadmap to sales management success" is dedicated to coaching.

I asked Wayne to elaborate on why he feels coaching is a critical skill for sales managers

View or read the full discussion with Wayne below. This interview is likely to be of interest to the CEO, CSO, sales leaders and sales managers.

Wayne Moloney is a leading business strategist specialising in sales and business development. Wayne has a very specific specialisation in ‘lean selling’.


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