Sales Management Tip – Customise your Coaching

Tip #8: Customise Your Coaching

By Steven A. Rosen

Welcome back to Sales Management TV. Today I want to talk to you about a very important aspect of coaching. The tip of the week is “Customise Your Coaching”

Coaching is a “one to one” sport. It has to be specific and delivered in a way that best speaks to the individual.
Training is a one size fits all activity. Coaching on the other hand must be customised to the individual. Coaching starts with diagnosing each sales reps particular area for improvement. It is best when the sales rep is self-aware and can self-evaluate areas for improvement. Than adapting your coaching style to the person and about developing individualised development plans. It is unique to each individual rep.

Don’t be one of those managers who coach all their reps the same way. If you do, then you have fallen into the trap of “one size fits all” coaching.

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