Developing highly productive and effective salespeople is something we all know we need to do. The reality is that it takes a significant commitment to provide ongoing coaching on the part of senior executives and sales leadership to make that happen. This article provides an interesting view on the importance of coaching and the divergent perspectives between sales executives and sales reps as to whether that coaching is actually happening on a regular basis.
https://hbr.org/2015/05/a-high-percentage-move-to-increase-revenue
