课程: Sales Coaching
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Who to coach and who not to coach
- Your team is probably made up of top performers, middle tier performers and lower performers, like a bell curve. All three categories of people can benefit from your attention. But let's be honest. You only have so many hours in the day. So who should you focus on? It might seem like your high performers don't need coaching, but nothing could be further from the truth. One of the biggest mistakes that sales managers make is underinvesting in the top performers and it's usually because they're wasting time with those low performers. In sports, a player has to work their way up to being coached by the head coach. The rookies don't get the top coach right off the bat. Let me give you some perspective. Research tells us that good sales coaching increases sales productivity as much as 40% or even 400%. So think about it. What would a 40% improvement look like for your top performer versus a 40% improvement on one of…