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Coaching vs Policing: Leading B2C & B2B Sales Teams to Mastery

selling-better-through-coaching

In 30 seconds

Coached sales teams consistently outperform policed ones by 10–20%. Why? Because coaching fosters confidence, critical thinking, and meaningful client engagement—whereas policing drives compliance, fear, and short-term thinking. At Barrett, we see coaching as the foundation of sustainable, human-centred sales leadership. It’s about empowering people to grow, adapt, and connect authentically with customers. From retail banking to industrial sales, we’ve seen how real coaching creates real impact—like a pharmacy assistant who now confidently engages customers in meaningful ways. Sales leadership isn’t about control—it’s about cultivating capability. That’s how teams thrive. That’s the Selling Better way.

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