It takes more than a personal knack for sales or a simple scorecard to change sales rep's behaviour.
PROFESSIONAL SALES COACHING & LEADERSHIP
A catalyst is someone who inspires and accelerates change in others. You might call them a coach, but they are very different from so many who merely track performance and keep score. A catalyst understands that incentive plans, training classes, and performance scorecards are not enough to change behaviour.
Your reps need leaders who understand how to inspire, mentor, & teach.
Teams get engaged when their sales leadership embraces another-centered approach to leadership. Other-centered leaders know that success with their team comes when they focus on helping each member achieve their personal goals. They understand that the desire to change must come from within and that no combination of sticks and carrots can help a rep who lacks the intrinsic desire to change.
Selling is very similar to athletics. If a golf coach understands the fundamentals of coaching but can't accurately diagnose the root cause of the performance gap and provide unique exercises to address those gaps, the student won't improve. This is why generic coaching models simply don't work.
Our Catalyst Dashboard helps your sales leadership diagnose the performance gaps for each unique sales role and prescribe the most effective developmental activity to "correct their swing." Unlike generic coaching models, Catalyst trains your leaders to distill success down to distinct results-driving behaviours and then architect development processes to help each rep reach their next level of performance.
Lasting change happens in one-to-one sessions, not in a workshop. But to succeed, managers must learn a repeatable process and key skills for coming alongside their team members. Once your managers have learned to diagnose skill gaps and develop solutions, we train them on the sales leadership tactics of inspiring and motivating reps to heed their guidance. SalesDrive teaches professional sales coaching that equips managers with the skills needed to lead.
Learn more about what SalesDrive can do to accelerate change in your salesforce.
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