When was the last time a sales person walked in to their manager's office and asked to role-play? Why do I bring this up? Because we need to practice or we simply don t get better because we arbitrarily decide to do so. Sales Managers MUST drive performance because most sales people will not take it upon themselves to do so.
When coaching break down what a rep really needs to do successfully to garner the sales needed for them and the company categorize their needs into:
Knowledge (what do they need to know)
Skills (what do they need to be bale to do)
Behaviors (what habits and attributes do they need to demonstrate)
