Companies who are looking to drive sales performance need not look further than their sales management team. Front line sales managers are the key to driving sales performance. Sales Managers who effectively coach and develop their sales team have been shown to have a 19% edge on their counter parts who are ineffective coaches.
One of the key pitfalls sales managers fall into is when the take the “one size fits all approach”.
How many times have we witnessed a sales rep working in auto pilot? This is the rep doing the same sales pitch to each customer and delivering the message in the same way. As coaches we fail to see when we go into auto pilot, taking the same approach with each rep.
Do you ever find yourself coaching all your reps the same way? Your feedback to each rep is the same? You have fallen into the rut of one size fits all coaching. Coaching differs from training. Training is about having everyone learn the same information or skills. Coaching on the other hand is about diagnosing each reps particular area for improvement. It is about adapting your coaching style to the individual and about developing individualised development plans.
Coaching is a one to one sport. It is about growing individuals to develop to their full potential.