Which salespeople will benefit most from coaching?

11/14/2013 | TopLine Leadership Blog

Your coaching efforts will be most productive if you concentrate them on your average salespeople, writes Kevin Davis, president of TopLine Leadership. "[L]ook for the high payoff coaching candidates -- the people who have a lot of will to improve, who will listen to your advice and then act on it," he advises. At the same time, try to keep your high-performing salespeople motivated, and look for efficient ways to offer guidance to below-average performers.

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