This section heading is not about bringing in external resource to ‘sheep-dip’ a sales team as some sort of miracle cure. Short-term impact at best is all this will achieved. Coaching is a long-term thing, think football or even Olympian success. Great sales teams invariably have great sales leaders coaching, cajoling and encouraging belief in their team.
Working with sales leaders and their teams on that long-term journey.my most used phrase in workshops is; “I can’t teach you anything, I can only help you learn!” This goes to the heart of unleashing the latent potential in any sales team. Sales leaders cannot do the selling for their people; nor will they succeed through barking, threat, or incentives – these are simply short term tools that do not change behaviours.
Greater success lies in challenging the current approach at a personal and business level.
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