In this episode, SRG’s own Ray Makela, Managing Director, and Jeffrey Cordes, Senior Director of Training Services explore the critical role of sales coaching in developing frontline managers and boosting team performance. Together, they break down the key differences between management and coaching, the challenges faced when implementing effective coaching programs, and the essential mindset shift that managers must adopt to become truly effective coaches.  

With a strong focus on feedback, accountability, and fostering a coaching culture, Ray and Jeffrey reveal how these elements are vital in driving sustained success within sales teams. If you're looking to improve your team's performance and create a culture that prioritizes growth and development, this conversation is a must-listen. 

Key Takeaways: 

• Coaching Drives Results: Effective coaching boosts individual growth and team performance, helping teams exceed quotas. 

• Shift from Management to Coaching: Managers must focus on coaching for development, not just managing tasks, to build high-performing teams. 

• Prioritize Coaching and Feedback: Make time for coaching and ensure feedback is a two-way process for continuous improvement. 

• Address Issues Early and Celebrate Wins: Tackle uncoachable behavior early and celebrate small successes to boost morale and reinforce coaching value.