Sales People Understand What They Do

Are you familiar with the old sales axiom telling is not selling? Well, telling is not coaching either.

Confucius had it right when he said, “What I hear I forget, what I see I may remember, but what I do I understand.” He could have been giving advice to sales managers on how to develop their staff.

Learning hasn’t occurred until a sales rep’s behavior has changed. The best way for you to determine if your sales coaching is working is to observe the salesperson—hopefully in action on a series of sales calls with prospects. At the very least, you should participate in interactive role-playing in which you play the customer as the sales rep practices his or her skills.

That will help you judge how well they interact with customers.

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!”.