Most coaching and attention is paid to making poor sales performers reach their quota, or at least pay for themselves. However, what about those who want to be great? You know the ones – they ask their managers constantly for help, they show up 30 minutes early for training sessions, they’re not satisfied… ever. (A side note: if you’re not embracing these people on your team and investing most of your time with them, then you’re missing a huge opportunity.)
What can you do with the good ones that want to be great? Greatness comes naturally, right? How can you teach it to them?
There are several things the great ones do differently. However, one difference that can be taught is their approach to the sales call. The poor performers just talk about themselves. The good ones ask questions about the client. However, the great ones teach their customers on every single engagement. They have a goal to make their customers better at their craft and bring a piece of unique information on every call to improve their customers. Do they ask questions? Yes, but only to understanding details that will help them lead the client to a better place. After all, why uncover answers the client already knows? Give them answers to questions they’ve never thought of or been asked.
Coaching a poor performer isn’t a mystery, but helping a good one become great can be a covert challenge. Where do you start? Try this technique. Help them shift from sales person to teacher and watch their greatness grow right in front of you.
