What are the elements of a good coach?

Ask and listen, don't tell and sell.

In most sales organizations, managing is disguised as coaching because people are not taught the right techniques to be great coaches. When we don't teach people they have to either figure it out on their own or they guess. When this comes to sales performance, it can be detrimental to the success of a sales organization.

If you are going to make one investment this year to improve sales performance, invest in coaching.