Most of people thinks that there was one simple way to develop sales skills. We all have our own learning styles and preferences. Some learn best through activity, either role-play or trial and error, some through book-based study, others through reflecting and questioning. Indeed, learning is such a personal thing that the latest opinion is that self-directed learning is where individuals and companies should be headed. Companies should aim to provide the infrastructure and learning environment whilst motivating and encouraging employees to take personal responsibility for their own skills development.
The human brain is designed for continual learning, but the question is whether the individual is motivated to learn. The coaching relationship is confidential and personal, allowing the individual to open up and discuss things that motivate them and things that may be de-motivating them. By bringing these concerns out in the open they can then take action to move things forward.The ideal approach to helping each of these types is to have a combination of more classroom, book or audio programmer learning combined with High Performance Coaching. This ensures that the learning is translated into action and anything that is standing in the way is confronted. There is also great benefit in sales people learning from each other. In many organizations, they work individually and an interactive learning day where everyone participates is a great way of building some team spirit.
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