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Over-coaching is a phenomenon that can hinder sales professionals. It occurs when sales managers micromanage and over-instruct their team, causing confusion and limiting creativity. While some guidance is necessary...
too much can be counterproductive. Empowering sales reps to trust their instincts and find their own solutions can lead to greater success. By focusing on the big picture and allowing room for experimentation, sales teams can achieve phenomenal results. Let's pledge to break the cycle of over-coaching and embrace a new era of independent thinking and creativity among sales professionals.
Just last week we recently met with a CEO who’s company revenue last year was 11.1 million. She was ecstatic.
However, in a recent weekly sales meeting with their 6 sales reps, the 5 experienced reps did not produce more appointments than the brand new, mostly untrained rep.
How can this be?
As the story unfolds, we see what might be happening right now in YOUR COMPANY. We see sales reps that get "comfortable" with a certain income. They start believing that last years success is THIS YEARS success. They start justifying why they don't have time to make that one extra call before heading home. They have a great month & can't figure out why the next month was really slow. Hint: they weren't disciplined to keep filling their pipeline while simultaneously closing sales.
I got news for you people, the competition is fierce.
"Customers don’t quit doing business, but they CAN quit doing business with you."
We see it all the time, SENIORITY means less & less in the workplace. If you truly are a quality, experienced sales rep, you know the importance of DAILY CONSISTENT EFFORT. Some of you reading this article would have difficulty making your regular household bills if the company you work for quit providing you leads/referrals. Have you in the past been excited & asked everyone for referrals & now you’ve fallen off? Have you become soft? Have you become comfortable?
If some of this article resonates with you & either you or members of your group have become “soft” & “comfortable” or perhaps don’t believe they or you can be replaced, BELIEVE ME YOU CAN BE REPLACED.
Peace, love & gumbo!
Marvin LeBlanc, LUTCF, CNP
For a conversation on mentoring or sales training for you or your group, reach out to us at: www.MarvinLeBlanc.com
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