HARDISON’S TIPS – DECEMBER 7, 2021 – Why Sales Managers Don’t Coach-2

HARDISON’S TIPS – DECEMBER 7, 2021 – Why Sales Managers Don’t Coach-2

Remedy: Ensure the coaching training includes a process and structure for how coaching is supposed to happen within that organization. Ensure the program includes coaching tools to support the process.

 #4 Management Hasn’t Set Consistent Expectations or Accountability

We see far too many organizations that have implemented coaching training or a coaching initiative, only to see it fall flat 6-12 months after the launch. One reason is that there hasn’t been a clear expectation set regarding how often coaching will occur, and what evidence will be used to show that coaching has happened.

Remedy: The most successful coaching programs in our experience are the ones where senior leadership has set clear expectations and accountability for coaching execution. This can include some form of evidence (coaching forms, field visit reports, online coaching tool, etc.) about the amount and quality of the coaching that’s occurring.

 #5 It Takes Patience and Listening Skills

Finally, a key reason managers don’t coach is that it can be a difficult skill to learn and execute. In the busy and hectic pace of sales, it can be very challenging to adopt a “coaching mindset” where the focus is on asking questions, active listening and assuming best intentions. The manager needs to spend more time listening to the individual’s response and engaging them in the solution instead of just telling them what to do differently, which will help achieve buy-in to the action plan that is co-developed with the rep.

Remedy:  Great coaching is a skill that can be practiced and improved. Scenarios, role-playing and case studies can be effective in learning the skills in a safe environment instead of practicing on your precious employees who have feelings, may get defensive or resist being “coached.”  Once managers have practiced these skills, it becomes easier to coach in the field.

Coaching is a valuable skill that every sales manager should have in their toolkit. By understanding some of the reasons why managers don’t coach, you can take measures to remedy these gaps and improve the frequency and quality of coaching within your organization.

Coaching has to be a want by many organizations, many times middle managers are left with no coaching at all just moved up because of sales numbers as a producer. The number one thing that they now are in charge of is human capitol. The hiring, on boarding and success of any new hire but no skills on managing by walking around or one on- one communication with their employees.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


Join Just

Entrepreneur Training
Public group · 229 members
Join Group
Last year the Richie Bello sales training agency gained a ton of positive reviews and exposure for being a world class sales training agency, and now ...

Video of the day

Richie Bello West

Have any question ? Now you can direct contact me