We have found there’s no one-size-fits-all approach to developing salespeople. Each team member has a unique “success code,” and effective managers must tap into it to unlock their full potential. Once selling skills and behavior expectations are established, the focus shifts to coaching—helping salespeople apply their skills effectively, not just training them on new ones.
Successful managers spend about 35% of their time coaching, yet many mistake it for training. Coaching is an ongoing process that helps salespeople identify and overcome performance barriers. A key rule? No fixing! Telling someone how to solve a problem rarely leads to lasting change. Instead, effective coaching follows a structured methodology:
1️⃣ Identify the real issue through self-assessment and gap analysis.
2️⃣ Set small, measurable growth goals.
3️⃣ Translate goals into specific behaviors and schedule them.
4️⃣ Track progress and adjust as needed.
5️⃣ Continuously review and refine to ensure long-term success.
When coaching is a consistent part of your culture, salespeople take ownership of their growth, and recurring issues disappear.
Make it a priority, and you’ll see a lasting impact on performance.
