Your business rises and falls on the effectiveness of your sales team. Most of your sales reps, at one time or another, could use some coaching; some could use it more than others.
There’s an interesting post over at the Inc.com blog about how you should approach a sales rep who’s not performing or who’s simply making mistakes. Rather than simply pointing out mistakes and telling the rep what they should have done differently, the post offers 10 steps for really coaching the rep.
The thrust of the steps is that you’re engaging in a dialogue with the sales rep, creating an environment where they’re not fearful or defensive but rather brought in as part of the solution.
Next time you have a problem with a sales rep, give these steps a try.