Solutions Forum>As a coach, how do I get a salesperson to change their approach or adopt a new behavior?

As a coach, how do I get a salesperson to change their approach or adopt a new behavior?

Member name SMA

Expert AnswerExpert Answer

This topic was addressed in a recent SMA webcast. View and download presentation materials here: "Online Experts Exchange: Sales Coaching Best Practices"

Member name Tim McChrystal

Sentry Insurance

Director - MSM, Sales & Product Training
Expert AnswerExpert Answer

You ask them to do small things over a sustained period of time, so that they integrate the change into their own personal style, rather than making salespeople ‘memorize’ a whole new behavior. Helping salespeople develop new behaviors involves frequent, consistent interaction between sales manager and salesperson - on a one-on-one basis whenever possible. And breaking complex issues down into small behaviors - component parts of the whole – really helps the salesperson understand how to adapt their approach.

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