Sales Coaching to the Individual
It’s human nature to want to take the easiest route in most things we do. We want to have one simple rule or path to follow. When businesses want to drive sales performance up they need to treat each representative as a unique employee and not the same individual with the same sales coaching methods. Not every method that works with one representative will work for another. Just as personalities differ sales training coaching should differ for each person’s strongest assets. The largest complaint from customers is that the rep seems to be more robotic than personal. They do the same sales pitch to every client. A productive and successful manager determines each sales representative’s particular area for improvement and establishes individualized development plans. Usually the easiest way is not the most productive way and we all should put our best effort forward.