Key #1: INSIGHT
As a coach, you must be able to see what is happening and what is not happening out in the field. Without real insight into what is going on, you will have difficulty understanding their choke points so that you can coach them.
You must also be able to directly measure the effectiveness of the sales steps of your salespeople. And, you must look for patterns of behaviors to cut through the noise so you can keep your team focused on the most important priorities of selling.
Two resources you can use to gain Insight about your team:
Want to learn more about gaining insight on the selling activities of your salespeople?