Saturday, March 12, 2011

Manager Tips

from my email:

Daily Sales Tip: One-Size-Fits-All Coaching

One of the key pitfalls for sales managers is when they take the "one-size-fits-all" approach to coaching.

How many times have we witnessed a sales rep working on 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? If so, 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 rep's particular area for improvement. It is about adapting your coaching style to the individual and about developing individualized development plans.

Coaching is a one-to-one sport. It is about growing individuals and helping them to develop their full potential.

Source: Sales coach Steven Rosen

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1 comment:

randyclarktko said...

As always good stuff Scott. In my experience, it is common for trainers to train in the style in which they best learn. The first step, as a trainer, is to understand how you learn to know your tendencies. The next is to determine how each individual trainee learns and give them what they need. Learn their needs, by asking, observation, experimentation and you might try this.