About Gary Braun
Gary is a founder and co-owner of Pivotal Advisors. He has worked for 20+ years as a salesperson and sales leader. Gary has been a guest speaker for many groups such as Vistage, Allied Executives, CEO Roundtable, Sales Management Association, and more. If you want to find out more about Gary check out his profile here.
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We’ve worked with many companies who are family owned and operated and thought we would address some of the most common issues and how to handle them respectfully.
A basketball coach would never call the plays without actually being at the game, right? Well, why would a sales leader call the shots if they never see how their salespeople interact with their customers? Most sales leaders judge how well their players are doing based on their numbers alone. But if all those numbers are the only thing the sales leader is seeing, how do they know what their salesperson did to reach those numbers? Here’s why a sales coach needs to get more involved.