On whose lap does coaching fall? Does being a great sales rep make someone apt to take on the role of the sales manager and coach? Do front line sales managers (FLSMs) know what to look for when they are monitoring sales activities? Do they know what real-time coaching entails? It's not unusual for the answer to be "no."

During Brainshark's Sales Readiness Panel during the week of Dreamforce '15, sales experts were asked why organizations are still struggling with coaching. And how does it relate to the role of the FLSM in preparing salespeople to have [valuable sales] conversations? Walter Rogers of CloudCoaching International broke it down into two issues: the enablement of the coach and the need to give FLSMs time to actually perform the coaching function.