Best Practice Report

The Emerging Role Of The Field Sales Coach

January 1st, 2018

Summary

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.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.