What do we know about attitudes?
I have found great success in developing salespeople through what we call peer-to-peer coaching. As a manager, you may have two salespeople on your team that need development of a particular sales skill or knowledge around a product that they are selling.
Sales people can have bad years but they need to be honest with themselves. When asking a sales person why they had a down year the typical response is the economy was bad or our marketing was subpar or our industry was in a downturn. You rarely hear “I was not very good at needs-based selling and my negotiation skills are terrible”. Gosh I hope you are laughing! But guess what good sales people..
You know the term "Silos" when we desribe teams that do not work well together. Why is it? Why do people struggle to work with one another at times? Sadly, it takes sometimes just one person to break down the fiber of a good team.
There are four steps to building a really good team: