Best Practice Report

The Emerging Role Of The Field Sales Coach

January 1st, 2018


In B2B organizations, sales enablement functions are tasked with ensuring the long-term success of sales leaders as well as individual reps. To develop strong sales managers, sales enablement should apply competency development strategies designed to transition successful field reps into effective managers. As a rotational responsibility, the field sales coach role provides opportunities for future leaders to hone their mentoring and leadership skills. In this report, we describe best practices for creating a rotational field sales coach role to improve the productivity of the sales team while developing potential sales managers.

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