Coaching One Thing at a Time: As Seen

Coaching One Thing At A Time

- By Linda Richardson on Feb 27, 2007 | Sales Management

A Sales Manager expressed concern about using the Richardson Developmental Sales Coaching approach with the poor performers who reported to him. His fear was that he would never get anywhere with the Developmental Sales Coaching approach because he would be working on only one thing at a time, and there was so much to correct with his poor performers. His usual approach was to give feedback on the full sales call (Preparation, Opening, Needs, Solution, Objections, Close) each time he coached. When we asked him how this broad-brush coaching approach was working, he said he was not seeing much improvement.

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