How do you coach sales development for different personalities?

1 Assess your SDRs' personalities

The first step to coaching sales development for different personalities is to understand what motivates, challenges, and frustrates your SDRs. You can use various tools and frameworks, such as the DISC model, the Myers-Briggs Type Indicator, or the Enneagram, to assess your SDRs' personality traits and preferences. Alternatively, you can simply observe and ask your SDRs about their communication styles, learning styles, feedback preferences, and goals. The goal is to identify your SDRs' strengths and areas of improvement, as well as their preferred ways of working and interacting with others.

2 Adapt your coaching style

Once you have a clear picture of your SDRs' personalities, you can adapt your coaching style to suit their needs and preferences. For example, some SDRs may respond well to direct and constructive feedback, while others may need more praise and encouragement. Some SDRs may prefer a structured and consistent coaching process, while others may appreciate more flexibility and autonomy. Some SDRs may enjoy collaborating and sharing best practices with their peers, while others may prefer working independently and focusing on their own tasks. As a coach, you should adjust your tone, language, frequency, and format of your coaching sessions to match your SDRs' personality types and expectations.

3 Leverage your SDRs' strengths

Another way to coach sales development for different personalities is to leverage your SDRs' strengths and help them overcome their weaknesses. For example, some SDRs may excel at building rapport and trust with prospects, while others may be more analytical and data-driven. Some SDRs may be more creative and innovative in their outreach strategies, while others may be more methodical and disciplined. As a coach, you should recognize and celebrate your SDRs' strengths and help them apply them to their sales development activities. At the same time, you should also identify and address your SDRs' weaknesses and help them develop new skills and habits that can improve their performance and confidence.

4 Challenge your SDRs to grow

Finally, coaching sales development for different personalities also involves challenging your SDRs to grow and achieve their potential. As a coach, you should set clear and realistic goals for your SDRs, monitor their progress, and provide regular feedback and support. You should also encourage your SDRs to step out of their comfort zones and try new things, such as experimenting with different scripts, channels, or tools, reaching out to different types of prospects, or asking for referrals or introductions. By challenging your SDRs to grow, you can help them expand their capabilities, overcome their fears, and boost their results.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?