Are you directive, or supportive? A bottom-line driver? Or a cheerleader type?
Hopefully, you are a combination of all of the above. Being flexible is the key, and your flexibility needs to be rep-specific. Consider the skill and will of the individual salesperson. What does this rep lack: skill, will, or both? And then ask questions of the rep to help the rep find his or her own answers (which we hope after our coaching now includes renewed will and improved skill.)
When it comes to choosing your sales management style, one thing sales managers often forget about are all the “change” initiatives you are continually charged with implementing in the sales organization. When you change the rep’s job you need to remember that rep’s skill and will towards the new duties and responsibilities are likely to now be different as well.
So, a peak performer in the past may become a laggard in the future, unless you coach and train. So whenever you change things, quickly get more “hands-on” with your coaching style. Ask more questions to assess the skill and will of individuals in regards to their new job requirements. Remember that even your “A players” may need coaching to adapt and excel in the new future you must create.
