Often I am asked by a sales manager to coach a sales person who is not meeting their performance goals or standards. Sometimes I’m told straight out that the sales person has lose their motivation or drive to be successful.
After assessing the individual and reviewing all the data and information provided by the sales manager, I begin the coaching process. Using questions to open up dialogue and trust, an interesting pattern begins to unfold, the sales person has the skill set and knowledge to be successful, yet their results indicate another issue.
A majority of the time I find three major factors in play…
- The Sales Person is Missing a Key Skill which can be developed.
- The Sales Person is a total Mismatch to the Sales Position thus a lack of performance.
- The Sales Person has a set of beliefs or a pattern of destructive mindsets which need special coaching. ( refer to Winning Mindset for Sales )
When working with sales people in the third group, I have found five self made destructive mindsets causing the majority of the poor performance. Here are the five most common self-made mindsets…