Action Snapshot:

1. Work out the competency / skill gap for the rep (i.e. Questioning skills)
2. Identify the way your rep likes to learn, develop, and grow (i.e challenged vs. supported)
3. Coach / Teach them in the way they like to learn
4. Put measures in place to assess the impact of the change in behaviour
5. Review with the rep and make adjustments as needed

This approach allows you to individualise your approach to each rep based on what they need to learn and how they like to learn.

Coaching ‘aint easy, but it is worth the effort.

People have a tendency to be more receptive and open to change when they are able to solve their own problem. As a sales manager, if you notice your rep is struggling with questioning, try coaching them to enable their ownership of solutions and increase in results.

Coaching is structured for the adult learning style, which is cognitive (what do I know), practice, and debrief. The most important thing when coaching your team is to focus on creating an individualised and targeted program. You must take into consideration job analytics, behaviours, job description, and the competencies that are required. Further building on the individualisation to the rep’s sales skills, behavioural assets, and learning styles are also important. What are the sales results?

How do you know that your coaching is making a difference? When the new changes become a habit for the rep and they are more on target in your debrief. Also, their sales results will go up making the change in behaviour measurable. Practice is essential in creating a long-term change and a new habit. The most effective practice will be with clients on sales calls and not just in role-play scenarios, though that is a good place to start.

What if you aren’t seeing improved results? Use you own strategic questioning to guide the rep to solve their own problems. What is going on? What are the barriers? What do we need to do to address this?

Tellin’ ain’t sellin’ – your rep will like the solution they come up with (and you help them execute) the best!