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When to Sales Coach for Better Results

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WHEN Sales Coaching IS MOST EFFECTIVE


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Mastering Sales Coaching will help maximize the performance and effectiveness of your sales team


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To identify skills and behaviors best addressed by coaching, assess the skills of your salespeople


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Think about this from both a proficiency and a motivation standpoint


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Lack of proficiency means the salesperson doesn't know how, not that they aren't motivated


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The Development Matrix MOTIVATION TRAINING EMPOWERING COACHING DIRECTING PERFORMANCE COUNSELING PROFICIENCY


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1 EMPOWERING


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When the salesperson rates extremely high in proficiency and motivation MOTIVATION TRAINING EMPOWERING COACHING DIRECTING PERFORMANCE COUNSELING PROFICIENCY


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Shift more responsibility to the salesperson, which will teach them to problem solve


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2 TRAINING


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When the salesperson is not proficient in many skills, but is highly motivated MOTIVATION TRAINING EMPOWERING COACHING DIRECTING PERFORMANCE COUNSELING PROFICIENCY


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Structured group training is the most effective management action to improve skills


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3 DIRECTING


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When the salesperson rates low in both proficiency and motivation MOTIVATION TRAINING EMPOWERING COACHING DIRECTING PERFORMANCE COUNSELING PROFICIENCY


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Give specific orders or instructions on how, what, and when to accomplish a task


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4 PERFORMANCE COUNSELING


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When the salesperson demonstrates high proficiency but has low motivation MOTIVATION TRAINING EMPOWERING COACHING DIRECTING PERFORMANCE COUNSELING PROFICIENCY


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Investigate and intervene to address motivational or attitudinal issues


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Consult with HR, and keep conversation focused on observable behaviors, not judgment


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5 COACHING


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When proficiency and motivation are average MOTIVATION TRAINING EMPOWERING COACHING DIRECTING PERFORMANCE COUNSELING PROFICIENCY


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Coaching assumes a baseline level of proficiency and is great for fine tuning skills


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COMPLIMENTARY OFFER Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches. Download White Paper


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By Norman Behar @NormanBehar


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