--- title: Distinguishing Between Coaching and Managing (And Why It Matters) description: Learn why Gen Z prefers coaching over managing, and how to build a trusting relationship with your team. image: https://blog.thecenterforsalesstrategy.com/hubfs/Distinguishing%20Between%20Coaching%20and%20Managing%20.png --- [![CSS_logo_H-1](https://blog.thecenterforsalesstrategy.com/hubfs/CSS_logo_H-1.png "CSS_logo_H-1")](https://www.thecenterforsalesstrategy.com/) # The Center for **Sales Strategy Blog** ## Distinguishing Between Coaching and Managing (And Why It Matters) by [Tirzah Thornburg](https://blog.thecenterforsalesstrategy.com/author/tirzah-thornburg), on January 25, 2024 - [Tweet](https://twitter.com/share) ![Distinguishing Between Coaching and Managing ](https://blog.thecenterforsalesstrategy.com/hs-fs/hubfs/Distinguishing%20Between%20Coaching%20and%20Managing%20.png?width=1600&height=900&name=Distinguishing%20Between%20Coaching%20and%20Managing%20.png) Depending on the organization, the person leading a sales team may be called a manager, a leader, or a coach. For many people leading a team and for their team members, the name doesn’t matter because the job description is the same. They are the person responsible for guiding their team toward hitting their sales goals. But the difference between managing and coaching has become a hot-button issue. Why? Because Gen Z cares, and they are set to become the dominant group in the work force by 2025. [Hellosayge.com ](https://hellosayge.com/)put it this way: *“Research mentions apprenticeship programs, mentoring arrangements, and leadership training—highlighting Generation Z’s desire to be coached and not managed. Though closely related, and incorrectly used interchangeably, coaching and managing are not the same. The International Coach Federation (ICF) defines coaching as “a thought-provoking and creative process that inspires maximum personal and professional potential.” Conversely, managing is defined as “having executive or supervisory control or authority.” * Unlike managing, coaching is inherently collaborative—both the coach and the coachee must play an active role in the process.” To [attract and keep Gen Z](https://www.hrdive.com/spons/generation-z-how-to-attract-retain-and-engage-the-fastest-growing-workfo/690455/), leaders must adopt a coaching mindset and focus on working with their teams toward common goals. [![Here’s What Effective Sales Coaching Looks Like Today](https://no-cache.hubspot.com/cta/default/109236/fe81b16f-e29b-4138-9060-3b4cdac5df06.png)](https://cta-redirect.hubspot.com/cta/redirect/109236/fe81b16f-e29b-4138-9060-3b4cdac5df06) ### Collaborate, Don't Tell The modern workforce enjoys collaboration and wants to be part of the process. The old school manager's “do it, do it now, do it because I told you to” [mindset](https://blog.thecenterforsalesstrategy.com/the-power-of-a-growth-mindset-vs.-fixed-mindset) does not resonate with modern employees. When managers give orders without explanation and without taking the time to see if their orders make sense, workers tend to become resentful and often start looking for a new position. While sales teams are not a democracy, being open to input from your team is important. Share the big picture, what’s in it for them, and the overall purpose of a change, a new initiative, or new goal. Then, invite questions and maybe even push back. [Actively listen](https://blog.thecenterforsalesstrategy.com/how-to-practice-active-listening-in-sales) and acknowledge concerns and then address them. To increase communication on your sales team, practice the following: - **Be the subject matter expert** – be a resource to your team and invite them to come to you. - **Improve your active listening skills** - show the team that you are paying full attention to them and are interested and focused on what they are saying.   - **Pay attention to body language, yours and theirs** – what are they saying, and what are they not? - **Show empathy** – sometimes, people just need to be heard and understood. [![Leadership: Improve This Skill, Improve Sales Performance](https://no-cache.hubspot.com/cta/default/109236/4ffb461d-46fd-4229-8d89-24aa258dc790.png)](https://cta-redirect.hubspot.com/cta/redirect/109236/4ffb461d-46fd-4229-8d89-24aa258dc790) ### Ongoing Training [Hands-on learning](https://blog.thecenterforsalesstrategy.com/10-ways-to-encourage-employee-development) is a must for all salespeople. Being a coach means getting in the field with your team and providing real-time help to your team. All sellers need in-field coaching. For inexperienced sellers, this coaching is vital to their success. Show them how it’s done, and then coach them to be successful. #### Infield Coaching Check List: - No sneak attacks** **– schedule time in advance so everyone is prepared. - Be the coach – don’t jump in and sell for them. - Prepare in advance with your seller. - Take lots of notes - offer praise and feedback on the seller’s performance. - [Give immediate feedback](https://blog.thecenterforsalesstrategy.com/feedback.-feedback.-feedback.-today-were-talking-about-feedback). - Ask for their input – what went well and what could improve? Recent surveys of Gen Z workers have shown a thirst for training and development. Don’t assume that your “grew up online” workers have all the knowledge they need about technology. According to LinkedIn, [Gen Z employees](https://www.linkedin.com/business/talent/blog/learning-and-development/want-to-retain-gen-z-employees-look-to-learning) see “opportunities to learn and grow as a top driver of work culture.” Survey your team and ask them what training they would like to see available. Recent graduates grew up using PowerPoint, Excel, and Office, but surprisingly, most feel like they could be better and would like additional training. [![How to Create a Sales Training Program to Nurture Superstars](https://no-cache.hubspot.com/cta/default/109236/812cb177-7e26-472d-a2dc-529fc38219cc.png)](https://cta-redirect.hubspot.com/cta/redirect/109236/812cb177-7e26-472d-a2dc-529fc38219cc) ### Build a Trusting Relationship To be an effective coach, your team must be willing to come to you for help and trust you. How can you [build a trusting relationship ](https://blog.thecenterforsalesstrategy.com/trust-building-questions-to-ask-in-the-workplace)with your team and coach them to trust each other? - **Do what you say you will do **– Follow through on promises and deliver results on time. - **Strong communication on your team **– Have each person share their communication style and pay attention to verbal and nonverbal communication. - **Be transparent** - As a coach and as a team, honesty and [transparency ](https://uyc.thecenterforsalesstrategy.com/blog/what-does-transparency-in-the-workplace-mean)are vital to keeping trust. If the coach makes a mistake, they own it and encourage team members to do the same. - **Show interest and get to know each other** – managers keep a distance; coaches show personal interest. - **Always be willing to help others** – Coaches are ready and willing to help the team, and the team knows it. ### Be a Coach Lou Holtz sums it up best. “Coaching is about helping people have a chance to succeed. There is no more awesome responsibility than that. One of the greatest honors a person can have is being called ‘coach.’" [![360 Executive Strength Coaching](https://no-cache.hubspot.com/cta/default/109236/19041aee-c4d7-456e-b8ee-5675e4390bfb.png)](https://cta-redirect.hubspot.com/cta/redirect/109236/19041aee-c4d7-456e-b8ee-5675e4390bfb) Topics: [Leadership](https://blog.thecenterforsalesstrategy.com/topic/leadership) [sales coaching](https://blog.thecenterforsalesstrategy.com/topic/sales-coaching) [360 coaching](https://blog.thecenterforsalesstrategy.com/topic/360-coaching) - [Tweet](https://twitter.com/share) [![learning lab sales training](https://no-cache.hubspot.com/cta/default/109236/interactive-199135531126.png) ](https://blog.thecenterforsalesstrategy.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJCkkK5%2Fs08Cxplqv%2FvjXDm7ihoX36Pos%2Ft2%2Ftp7M%2B%2FR2U9XrM8tu4JQKtZyp%2FJD%2FYVBOfKhMb%2FAb4r5I0dCaaEWRl4AxeYi2eAcQSMvTzQauD%2F9tAtXFRbHjpJ5HoWdoOaIUIHJ%2Bf%2BGZ9jJ271%2BS%2Feg0SCZg0BArbZV0fAjsfvy%2BsM34kI69L9ZF3ULgQPbMl%2FNdYDr2tvgRWDI11OWSfimJ4hurZQ1A%3D%3D&webInteractiveContentId=199135531126&portalId=109236) Search this site on Google Search Google ### About Our Blog Improve your sales performance. Sales managers can gain unique perpsectives on hiring and developing more effective sales teams. Salespeople can improve their approach to getting more appointments with target prospects, uncovering desired business results, and engaging clients in a collaborative process that leads to the sale.  ### Subscribe to Email Updates ### Recent Posts ### Posts by Topic - [sales talent (54)](https://blog.thecenterforsalesstrategy.com/topic/sales-talent) - [sales process (49)](https://blog.thecenterforsalesstrategy.com/topic/sales-process) - [sales performance (42)](https://blog.thecenterforsalesstrategy.com/topic/sales-performance) - [podcasts (36)](https://blog.thecenterforsalesstrategy.com/topic/podcasts) - [recruitment (32)](https://blog.thecenterforsalesstrategy.com/topic/recruitment) - [Leadership (30)](https://blog.thecenterforsalesstrategy.com/topic/leadership) - [sales strategy (27)](https://blog.thecenterforsalesstrategy.com/topic/sales-strategy) - [hiring salespeople (26)](https://blog.thecenterforsalesstrategy.com/topic/hiring-salespeople) - [sales coaching (26)](https://blog.thecenterforsalesstrategy.com/topic/sales-coaching) - [sales leadership (24)](https://blog.thecenterforsalesstrategy.com/topic/sales-leadership) - [prospecting (23)](https://blog.thecenterforsalesstrategy.com/topic/prospecting) - [AI (15)](https://blog.thecenterforsalesstrategy.com/topic/ai) - [Needs Analysis (15)](https://blog.thecenterforsalesstrategy.com/topic/needs-analysis) - [sales talent assessment (15)](https://blog.thecenterforsalesstrategy.com/topic/sales-talent-assessment) - [leadership development (14)](https://blog.thecenterforsalesstrategy.com/topic/leadership-development) - [360 coaching (12)](https://blog.thecenterforsalesstrategy.com/topic/360-coaching) - [sales training (12)](https://blog.thecenterforsalesstrategy.com/topic/sales-training) - [media sales report (11)](https://blog.thecenterforsalesstrategy.com/topic/media-sales-report) - [Sales (10)](https://blog.thecenterforsalesstrategy.com/topic/sales) - [employee development (10)](https://blog.thecenterforsalesstrategy.com/topic/employee-development) - [getting appointments (9)](https://blog.thecenterforsalesstrategy.com/topic/getting-appointments) - [sales management (9)](https://blog.thecenterforsalesstrategy.com/topic/sales-management) - [talent bank (9)](https://blog.thecenterforsalesstrategy.com/topic/talent-bank) - [sales team (8)](https://blog.thecenterforsalesstrategy.com/topic/sales-team) - [business development (7)](https://blog.thecenterforsalesstrategy.com/topic/business-development) - [increasing new business (7)](https://blog.thecenterforsalesstrategy.com/topic/increasing-new-business) - [new employee onboarding (7)](https://blog.thecenterforsalesstrategy.com/topic/new-employee-onboarding) - [onboarding (7)](https://blog.thecenterforsalesstrategy.com/topic/onboarding) - [revenue performance (7)](https://blog.thecenterforsalesstrategy.com/topic/revenue-performance) - [sales accelerator (7)](https://blog.thecenterforsalesstrategy.com/topic/sales-accelerator) - [sales pipeline (7)](https://blog.thecenterforsalesstrategy.com/topic/sales-pipeline) - [CRM (6)](https://blog.thecenterforsalesstrategy.com/topic/crm) - [branding (6)](https://blog.thecenterforsalesstrategy.com/topic/branding) - [company culture (6)](https://blog.thecenterforsalesstrategy.com/topic/company-culture) - [sales structure (6)](https://blog.thecenterforsalesstrategy.com/topic/sales-structure) - [sales tech (6)](https://blog.thecenterforsalesstrategy.com/topic/sales-tech) - [successful sales meetings (6)](https://blog.thecenterforsalesstrategy.com/topic/successful-sales-meetings) - [employee retention (5)](https://blog.thecenterforsalesstrategy.com/topic/employee-retention) - [growth mindset (5)](https://blog.thecenterforsalesstrategy.com/topic/growth-mindset) - [media sales (5)](https://blog.thecenterforsalesstrategy.com/topic/media-sales) - [motivation (5)](https://blog.thecenterforsalesstrategy.com/topic/motivation) - [account list management (4)](https://blog.thecenterforsalesstrategy.com/topic/account-list-management) - [discovery meetings (4)](https://blog.thecenterforsalesstrategy.com/topic/discovery-meetings) - [employee engagement (4)](https://blog.thecenterforsalesstrategy.com/topic/employee-engagement) - [feedback (4)](https://blog.thecenterforsalesstrategy.com/topic/feedback) - [hiring for culture fit (4)](https://blog.thecenterforsalesstrategy.com/topic/hiring-for-culture-fit) - [professional development (4)](https://blog.thecenterforsalesstrategy.com/topic/professional-development) - [sales forecasting (4)](https://blog.thecenterforsalesstrategy.com/topic/sales-forecasting) - [sales motivation (4)](https://blog.thecenterforsalesstrategy.com/topic/sales-motivation) - [selection (4)](https://blog.thecenterforsalesstrategy.com/topic/selection) - [Digital (3)](https://blog.thecenterforsalesstrategy.com/topic/digital) - [IMPACT (3)](https://blog.thecenterforsalesstrategy.com/topic/impact) - [Lead Nurturing (3)](https://blog.thecenterforsalesstrategy.com/topic/lead-nurturing) - [Proposal (3)](https://blog.thecenterforsalesstrategy.com/topic/proposal) - [active listening (3)](https://blog.thecenterforsalesstrategy.com/topic/active-listening) - [developing strengths (3)](https://blog.thecenterforsalesstrategy.com/topic/developing-strengths) - [email (3)](https://blog.thecenterforsalesstrategy.com/topic/email) - [learning development (3)](https://blog.thecenterforsalesstrategy.com/topic/learning-development) - [personal brand (3)](https://blog.thecenterforsalesstrategy.com/topic/personal-brand) - [productivity (3)](https://blog.thecenterforsalesstrategy.com/topic/productivity) - [renewal (3)](https://blog.thecenterforsalesstrategy.com/topic/renewal) - [sales challenges (3)](https://blog.thecenterforsalesstrategy.com/topic/sales-challenges) - [sales productivity (3)](https://blog.thecenterforsalesstrategy.com/topic/sales-productivity) - [social selling (3)](https://blog.thecenterforsalesstrategy.com/topic/social-selling) - [talent (3)](https://blog.thecenterforsalesstrategy.com/topic/talent) - [time managemet (3)](https://blog.thecenterforsalesstrategy.com/topic/time-managemet) - [B2B marketing (2)](https://blog.thecenterforsalesstrategy.com/topic/b2b-marketing) - [Buyer's Journey (2)](https://blog.thecenterforsalesstrategy.com/topic/buyers-journey) - [COVID19 Resources (2)](https://blog.thecenterforsalesstrategy.com/topic/covid19-resources) - [Generate Leads (2)](https://blog.thecenterforsalesstrategy.com/topic/generate-leads) - [Inbound Marketing (2)](https://blog.thecenterforsalesstrategy.com/topic/inbound-marketing) - [Lead Generation (2)](https://blog.thecenterforsalesstrategy.com/topic/lead-generation) - [close a deal (2)](https://blog.thecenterforsalesstrategy.com/topic/close-a-deal) - [email marketing (2)](https://blog.thecenterforsalesstrategy.com/topic/email-marketing) - [employee burnout (2)](https://blog.thecenterforsalesstrategy.com/topic/employee-burnout) - [hybrid work (2)](https://blog.thecenterforsalesstrategy.com/topic/hybrid-work) - [integrated media solution (2)](https://blog.thecenterforsalesstrategy.com/topic/integrated-media-solution) - [key account growth (2)](https://blog.thecenterforsalesstrategy.com/topic/key-account-growth) - [pipeline management (2)](https://blog.thecenterforsalesstrategy.com/topic/pipeline-management) - [press release (2)](https://blog.thecenterforsalesstrategy.com/topic/press-release) - [reduce turnover (2)](https://blog.thecenterforsalesstrategy.com/topic/reduce-turnover) - [referrals (2)](https://blog.thecenterforsalesstrategy.com/topic/referrals) - [remote sales team (2)](https://blog.thecenterforsalesstrategy.com/topic/remote-sales-team) - [sales and marketing alignment (2)](https://blog.thecenterforsalesstrategy.com/topic/sales-and-marketing-alignment) - [sales collateral (2)](https://blog.thecenterforsalesstrategy.com/topic/sales-collateral) - [sales enablement (2)](https://blog.thecenterforsalesstrategy.com/topic/sales-enablement) - [sales organizational structure (2)](https://blog.thecenterforsalesstrategy.com/topic/sales-organizational-structure) - [sales trends (2)](https://blog.thecenterforsalesstrategy.com/topic/sales-trends) - [target persona (2)](https://blog.thecenterforsalesstrategy.com/topic/target-persona) - [valid business reason (2)](https://blog.thecenterforsalesstrategy.com/topic/valid-business-reason) - [women in sales (2)](https://blog.thecenterforsalesstrategy.com/topic/women-in-sales) - [HubSpot (1)](https://blog.thecenterforsalesstrategy.com/topic/hubspot) - [Remote Team (1)](https://blog.thecenterforsalesstrategy.com/topic/remote-team) - [Social Media (1)](https://blog.thecenterforsalesstrategy.com/topic/social-media) - [annual plannning (1)](https://blog.thecenterforsalesstrategy.com/topic/annual-plannning) - [body language (1)](https://blog.thecenterforsalesstrategy.com/topic/body-language) - [bottleneck (1)](https://blog.thecenterforsalesstrategy.com/topic/bottleneck) - [build trust (1)](https://blog.thecenterforsalesstrategy.com/topic/build-trust) - [business acumen (1)](https://blog.thecenterforsalesstrategy.com/topic/business-acumen) - [client retention (1)](https://blog.thecenterforsalesstrategy.com/topic/client-retention) - [communication (1)](https://blog.thecenterforsalesstrategy.com/topic/communication) - [delegation (1)](https://blog.thecenterforsalesstrategy.com/topic/delegation) - [growth formula (1)](https://blog.thecenterforsalesstrategy.com/topic/growth-formula) - [growth guide (1)](https://blog.thecenterforsalesstrategy.com/topic/growth-guide) - [leading indicators (1)](https://blog.thecenterforsalesstrategy.com/topic/leading-indicators) - [marketing automation (1)](https://blog.thecenterforsalesstrategy.com/topic/marketing-automation) - [metrics (1)](https://blog.thecenterforsalesstrategy.com/topic/metrics) - [pain points (1)](https://blog.thecenterforsalesstrategy.com/topic/pain-points) - [researching prospects (1)](https://blog.thecenterforsalesstrategy.com/topic/researching-prospects) - [sales cycle (1)](https://blog.thecenterforsalesstrategy.com/topic/sales-cycle) - [sales department (1)](https://blog.thecenterforsalesstrategy.com/topic/sales-department) - [sales diagnostic (1)](https://blog.thecenterforsalesstrategy.com/topic/sales-diagnostic) - [sales funnel (1)](https://blog.thecenterforsalesstrategy.com/topic/sales-funnel) - [sales managers (1)](https://blog.thecenterforsalesstrategy.com/topic/sales-managers) - [sales metrics (1)](https://blog.thecenterforsalesstrategy.com/topic/sales-metrics) - [sales phrases (1)](https://blog.thecenterforsalesstrategy.com/topic/sales-phrases) - [selling tips (1)](https://blog.thecenterforsalesstrategy.com/topic/selling-tips) - [setting expectations (1)](https://blog.thecenterforsalesstrategy.com/topic/setting-expectations) - [talent superhero (1)](https://blog.thecenterforsalesstrategy.com/topic/talent-superhero) - [target drive (1)](https://blog.thecenterforsalesstrategy.com/topic/target-drive) - [thought leadership (1)](https://blog.thecenterforsalesstrategy.com/topic/thought-leadership) [see all](https://blog.thecenterforsalesstrategy.com/distinguishing-between-coaching-and-managing#) ### Blog Archive - [August 2023 (19)](https://blog.thecenterforsalesstrategy.com/archive/2023/08) - [January 2024 (18)](https://blog.thecenterforsalesstrategy.com/archive/2024/01) - [May 2023 (17)](https://blog.thecenterforsalesstrategy.com/archive/2023/05) - [February 2024 (17)](https://blog.thecenterforsalesstrategy.com/archive/2024/02) - [July 2024 (17)](https://blog.thecenterforsalesstrategy.com/archive/2024/07) - [August 2024 (17)](https://blog.thecenterforsalesstrategy.com/archive/2024/08) - [January 2023 (16)](https://blog.thecenterforsalesstrategy.com/archive/2023/01) - [February 2023 (16)](https://blog.thecenterforsalesstrategy.com/archive/2023/02) - [March 2023 (16)](https://blog.thecenterforsalesstrategy.com/archive/2023/03) - [June 2023 (16)](https://blog.thecenterforsalesstrategy.com/archive/2023/06) - [October 2023 (16)](https://blog.thecenterforsalesstrategy.com/archive/2023/10) - [March 2024 (16)](https://blog.thecenterforsalesstrategy.com/archive/2024/03) - [April 2024 (16)](https://blog.thecenterforsalesstrategy.com/archive/2024/04) - [September 2023 (15)](https://blog.thecenterforsalesstrategy.com/archive/2023/09) - [November 2023 (15)](https://blog.thecenterforsalesstrategy.com/archive/2023/11) - [June 2024 (15)](https://blog.thecenterforsalesstrategy.com/archive/2024/06) - [September 2024 (15)](https://blog.thecenterforsalesstrategy.com/archive/2024/09) - [April 2023 (14)](https://blog.thecenterforsalesstrategy.com/archive/2023/04) - [July 2023 (14)](https://blog.thecenterforsalesstrategy.com/archive/2023/07) - [May 2024 (14)](https://blog.thecenterforsalesstrategy.com/archive/2024/05) - [December 2023 (12)](https://blog.thecenterforsalesstrategy.com/archive/2023/12) - [October 2024 (11)](https://blog.thecenterforsalesstrategy.com/archive/2024/10) - [January 2025 (6)](https://blog.thecenterforsalesstrategy.com/archive/2025/01) - [February 2025 (6)](https://blog.thecenterforsalesstrategy.com/archive/2025/02) - [July 2025 (6)](https://blog.thecenterforsalesstrategy.com/archive/2025/07) - [August 2025 (6)](https://blog.thecenterforsalesstrategy.com/archive/2025/08) - [May 2025 (4)](https://blog.thecenterforsalesstrategy.com/archive/2025/05) - [March 2026 (4)](https://blog.thecenterforsalesstrategy.com/archive/2026/03) - [March 2025 (3)](https://blog.thecenterforsalesstrategy.com/archive/2025/03) - [November 2025 (3)](https://blog.thecenterforsalesstrategy.com/archive/2025/11) - [May 2018 (2)](https://blog.thecenterforsalesstrategy.com/archive/2018/05) - [July 2018 (2)](https://blog.thecenterforsalesstrategy.com/archive/2018/07) - [June 2022 (2)](https://blog.thecenterforsalesstrategy.com/archive/2022/06) - [February 2026 (2)](https://blog.thecenterforsalesstrategy.com/archive/2026/02) - [March 2018 (1)](https://blog.thecenterforsalesstrategy.com/archive/2018/03) - [June 2018 (1)](https://blog.thecenterforsalesstrategy.com/archive/2018/06) - [September 2019 (1)](https://blog.thecenterforsalesstrategy.com/archive/2019/09) - [October 2019 (1)](https://blog.thecenterforsalesstrategy.com/archive/2019/10) - [January 2020 (1)](https://blog.thecenterforsalesstrategy.com/archive/2020/01) - [April 2020 (1)](https://blog.thecenterforsalesstrategy.com/archive/2020/04) - [June 2020 (1)](https://blog.thecenterforsalesstrategy.com/archive/2020/06) - [August 2020 (1)](https://blog.thecenterforsalesstrategy.com/archive/2020/08) - [February 2021 (1)](https://blog.thecenterforsalesstrategy.com/archive/2021/02) - [March 2021 (1)](https://blog.thecenterforsalesstrategy.com/archive/2021/03) - [May 2021 (1)](https://blog.thecenterforsalesstrategy.com/archive/2021/05) - [July 2021 (1)](https://blog.thecenterforsalesstrategy.com/archive/2021/07) - [September 2021 (1)](https://blog.thecenterforsalesstrategy.com/archive/2021/09) - [November 2021 (1)](https://blog.thecenterforsalesstrategy.com/archive/2021/11) - [December 2021 (1)](https://blog.thecenterforsalesstrategy.com/archive/2021/12) - [November 2024 (1)](https://blog.thecenterforsalesstrategy.com/archive/2024/11) - [April 2025 (1)](https://blog.thecenterforsalesstrategy.com/archive/2025/04) - [June 2025 (1)](https://blog.thecenterforsalesstrategy.com/archive/2025/06) - [September 2025 (1)](https://blog.thecenterforsalesstrategy.com/archive/2025/09) - [October 2025 (1)](https://blog.thecenterforsalesstrategy.com/archive/2025/10) - [December 2025 (1)](https://blog.thecenterforsalesstrategy.com/archive/2025/12) - [January 2026 (1)](https://blog.thecenterforsalesstrategy.com/archive/2026/01) - [April 2026 (1)](https://blog.thecenterforsalesstrategy.com/archive/2026/04) - [May 2026 (1)](https://blog.thecenterforsalesstrategy.com/archive/2026/05) - [June 2026 (1)](https://blog.thecenterforsalesstrategy.com/archive/2026/06) [see all](https://blog.thecenterforsalesstrategy.com/distinguishing-between-coaching-and-managing#) ### Other Menu [About Us](https://www.thecenterforsalesstrategy.com/about-us) [Careers](https://www.thecenterforsalesstrategy.com/careers) [Our Team](https://www.thecenterforsalesstrategy.com/our-team) [Login](https://olc.thecenterforsalesstrategy.com/resource-center)   ### Contact **The Center for Sales Strategy** [Contact Us](https://www.thecenterforsalesstrategy.com/contact-us)   ### From Our Blog ### Follow Us ![CSS_website footer_awards_2 (1)](https://blog.thecenterforsalesstrategy.com/hs-fs/hubfs/CSS_website%20footer_awards_2%20(1).png?width=2000&height=307&name=CSS_website%20footer_awards_2%20(1).png "CSS_website footer_awards_2 (1)") [Privacy Policy](https://olc.thecenterforsalesstrategy.com/privacy-statement)  |  [Terms of Use](https://olc.thecenterforsalesstrategy.com/terms-of-use) ![](https://googleads.g.doubleclick.net/pagead/viewthroughconversion/882176957/?value=0&guid=ON&script=0)