Look for the Common Threads in Sales Training

Coaching “symptoms” instead of underlying causes does more harm than good.

Accurate diagnosis of a performance problem means looking for the common threads, then applying a bit of detective work to consider:

  • Is this a skill problem? If so, teach.
  • Is this a willingness/motivation problem? If so, help the rep understand the reasons why they need to improve.
  • Is this a self confidence problem dealing with C-level prospects? If so, encourage and coach the rep. Have them take a class to improve business acumen.

As all doctors know, prescription without diagnosis is malpractice. Don’t throw a bunch of symptoms at a sales rep. Instead, think it through. Then prescribe the coaching solution that will address the underlying cause of the performance problem.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.