Are your sales people REALLY building relationships? Are You sure? They need coaching trust me because when you ask the following sales coaching question be prepared as some cannot answer it:
"What have you done in the past 90 days in regard to specific actions to build deeper client relationships and what did you do"?
If they cannot answer this questions you have uncovered a HUGE opportunity! Most sales people lull themselves to sleep thinking they have great relationships when in fact they are assuming. Action-based relationship building is the key to success and without sales coaching bmost will not take it upon themselves to do! Its time to coach!
