The document discusses managing sales input rather than output through coaching. It states that output is difficult to control, but input can be managed. A sales manager should focus on coaching the team on how to meet quotas by managing the inputs like skills, knowledge, and behaviors rather than just focusing on output metrics like revenue numbers. The document promotes managing input to influence output through effective sales coaching.

1. effective
sales
leadership
through
coaching
by: boom san agustin

2. let’s get started

3. understandingsalescoaching

4. how do you coachyour team?

5. do you manage
the output or
the input?

6. most sales managers
manage the output
rather than the input

7. what is easier
the input or
the output?
to control,
but…

8. let’s find out…

9. let me provide an output
13

10. how did i get this output?
13

11. you can guessall you want

12. some will get it
most won’t

13. but, if i did this?
(6x2)+1=13

14. or this?
8+7-2=13

15. was that better?

16. it all boils downto this…

17. it’s no use
trying to force them
to meet the quota

18. if they don’t know how

19. like any output, is
something you can’t control
the quota,

20. so…

21. you should only manage
what you can control

22. manage the input
and the output
will follow

23. how do we do that?

24. a salesman’sstory
i’ll answerthat with

25. so, what inputs
can you manage?

26. that was an excerpt
on our module
on sales coaching

27. to find outmore
about this course
contactus here…

28. +63-917-593-1494
info@ourknowledge.asia
+63-2-213-8944

29. or…

30. connectwith us on…

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