One of the challenges of sales management is the constant need to improve your sales team’s performance. However, when you do invest in their development and they fail to execute on what appears to be the simplest techniques, you say to yourself, “How hard can this be?” When this happens what it should affirm is that they need additional coaching or training. The question is which one, coach or training? The reality is that some of your salespeople need coaching, some need training and some need both.