title: Sales management coaching: a model for improved insurance company performance.
abstract: Of all the things sales managers do to develop salespeople, many people believe the most important one is coaching. Coaching is defined as using skills, experience, and direction to help someone improve their performance. Coaching consists primarily of giving people feedback to reinforce what they do well while suggesting ways and means to improve. Coaching implies that everybody can improve and hopefully everybody wants to get better at what they do. Many sales managers erroneously believe that they have to be better than the person they are coaching at the skill set they are discussing in order to be a useful coaching resource to that person. To be a good coach requires an understanding of the skills being discussed and a desire to help someone improve in the performance of their job. The sales manager who knows how to provide that feedback will have more productive, effective, satisfied, and motivated salespeople. This paper provides an overview of the coaching sequence and the skills required to make it work with some comment on how this was successfully applied to a major national insurance company. Sales Management styles vary, and what works for one person may not work for another. Effective Sales Management Coaching can provide sales managers with the skills to help salespeople grow and develop professionally.
authors.affiliation: William Paterson University, Christos M. Cotsakos College of Business, Russ Berrie Institute for Professional Sales, Wayne, NJ, USA.
authors.forename: Tony
authors.initials: T
authors.lastname: Carter
mesh_terms: D003132:Commerce / Q000458:organization & administration*; D017598:Efficiency, Organizational; D006801:Humans; D007351:Insurance, Liability; D011361:Professional Competence; D014481:United States