Which first-line managers (FLM) attributes and behaviors align closest with overall district performance?
In a review of 172 field coaching reports from 74 first-line managers across six different sales teams, Echelon found that there is a direct correlation between FLM focus (i.e., coaching to skills and behaviors associated with commercial strategy/ies) and overall coaching quality than there is with traditional FLM metrics*.
Read about how this study was conducted and what our key findings were.
