Many POs equate coaching with a performance review

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Which is a lagging indicator. They coach ad hoc, focusing on problems after the fact and switching topics indiscriminately. This confuses the feedback recipient and violates a key learning principle: people improve behavioral skills (versus learning new information) by identifying specific areas for improvement in advance and then practicing that skill with targeted feedback. Highly effective POs are proactive, recognizing that the frequency of consistent follow-up on a problem is the key to behavior change.

There is also evidence that top performers are qualitatively better coaches. For example, all salespeople in the sample coached deals with statistically equal frequency, but top performers were 63% more likely to report that their salespeople were good at coaching deals that produced wins.

Smart leaders recognize this impact and develop coaching skills in their sales managers. An effective strategy is based on supporting sales managers with targeted coaching to help them prioritize the actions tongliao mobile database that will have the greatest impact. Define specific action plans for your teams, get commitment from salespeople, and create a strict accountability system to ensure everyone sticks to it. After implementing this, the results were very encouraging: companies achieved 15% growth compared to the previous year, and customer base growth increased by more than 20%.