Coaching time – Where is it best invested? The views from top sales leaders, coaches, and experts

Coaching is frequently accepted as THE most important function of a front line sales manager, with data showing that effective and frequent coaching can comfortably see a 20% increase in performance. Yet despite the perceived importance of this function, the average sales leader invests only 5% of their time in helping to develop their reps.

The factor of time is probably the most common reason as to why coaching doesn’t take place as much as it should do. But when time is perceived to be at such a premium, where should sales leaders be best investing it within their salesforce?

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