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Sales leaders often spend too much time and effort dealing with poor performers and reacting to ups and downs in sales results by finding fault and casting blame. They do this at the expense of their average and exemplary performers who have the most to gain from proactive sales coaching that identifies and reinforces key sales habits. Just as pre-call planning is critical for sales representatives, it’s also critical for sales leaders. Sales reps shouldn’t be asking themselves, “I wonder what am I going to get coached on today?” To be effective coaches, sales leaders need to identify the critical behaviors that a sales representative needs to start doing, stop doing, and/or do differently to be successful. Those behaviors become the focus of the coaching plan discussed with the sales rep and shaped during coaching sessions. This precision in coaching is essential for building meaningful sales habits.
Whether you are challenged with motivating an outside salesforce or call center representatives, ADI can help. Our science-based coaching process is ideal for organizations interested in:
ADI works with sales leaders to build their fluency in analyzing performance issues from a behavioral perspective, objectively defining and evaluating their expectations, providing real-time performance coaching, and using positive reinforcement to shape key behaviors. In the process, leaders improve the quality and frequency of their coaching (in a way that is specific, direct, and helpful) and build relationships with their sales team based on trust and mutual respect.
Your sales leaders will spend more of their time proactively doing what it takes to develop their salesforce and achieve and sustain your business goals, and they’ll do it in a way that improves your culture.
© Aubrey Daniels International, Inc. All rights reserved. 2019