Are You Conducting One-Size-Fits-All Coaching Sessions?

Are You Conducting One-Size-Fits-All Coaching Sessions?
leadershipteam
Thu, 10/15/2020 – 16:35
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We teach our salespeople to customize their approach to sales in order to connect with prospects and customers on both emotional and expertise levels. Workshops are taught about selling to different personality styles. Customized value propositions are developed for specific buyers and industries.
But how many sales managers apply these same tactics when preparing for a coaching session with a seller? Too often, they use the same approach with every salesperson.
Deal review. Check.
Opportunity review. Check.
Stuck deals. Check.
Stop checking the boxes and start investing more time to customize your coaching approach with each salesperson. Here are three tips to get you started.
#1:  Customize your coaching approach by the personality type of your seller. High drivers don’t need or want a lot of rapport building. Their desire is to get down