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Sandler Training in Calgary | Calgary, AB

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Management & Leadership

It’s easy to coach when we hear or experience one of our salespeople on a call or in a meeting with a client, like while we’re doing a “ride” along or listening to a recorded call for example. That being said, it’s simply impossible to sit in on every meeting or review every call for every one of our salespeople.

As the pace of change increases so do the demands we put on our salespeople. Our path to full funnel freedom will require new processes, systems and technology, but if we don’t slow down we may wear out our team.

Humans aren’t light switches yet when we treat coaching our team members as an event instead of an ongoing commitment to their development, we fail them.

The world has changed in countless ways since early 2020, and that means sales coaching has to adapt. How do you maintain a strong coaching regimen with salespeople who are spending some or all of their working day out of the office?


There are a number of things that we can do to make sure that our Customer Relationship Management (CRM) tool is a great, salesperson-friendly resource, one that’s embraced by everyone on our team… as opposed to something that people dread using. Here are five simple tips that can help sales leaders in virtually any industry make that transition a reality.

As a sales leader our ultimate accountability is to achieve the targets set out with the Board or our investors within our fiscal year (which may or may not match the calendar year); however, if we aren’t effectively managing our sales year, we’ll probably miss those targets and then must have an awkward conversation that we’d rather avoid.

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question.

Today I want to focus on what I believe to be the five most important skills a sales leader can develop over time to be successful in their role.

Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs.

Mike Montague interviews Lee Kester on How to Succeed at Recruiting and Hiring Great Salespeople. Lee is the President and CEO of the Kester Search Group.