Avoid This Sales Coaching Mistake
leadershipteam
Thu, 08/13/2020 – 16:48
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I’m reading “The Talent Code” by Daniel Coyle and am reminded of the importance of understanding the neuroscience and practice needed to achieve sales excellence. It’s easy to believe that masterful people are born, not developed. But as Coyle’s research points out, excellence is not simply a game of lucky genetics.
It is the result of deliberate, intentional practice. If you desire to be a better sales leader/salesperson, follow this formula for excellence: Try, fail, analyze what’s not working, course correct, practice, fail again, course correct again, practice again and voila, a sales genius, great musician or athlete is born!
Psychologists call this type of practice “chunking.” I like to call it baton training. Let me explain.
Salespeople and sales managers often pre-brief and debrief the entire sales call during coaching sessions.