Job Aid
Prioritize Your Sales Coaching
This job aid helps you organize the people on your sales team who need immediate developmental assistance. Enter the names of your sales team into the grid based upon each individual's level of skill (innate sales ability) and will (motivation). Begin with your salespeople in the crisis zone—these people need immediate coaching. Next, focus on the people in the command zone; these are your top performers. Enable these people, and help remove any obstacles in their way. Finally, coach the salespeople in the develop zone. You also can enlist the help of your top performers to help coach these employees.
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