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Creating Individualized Plans for GrowthCreating Individualized Plans for GrowthThe frustration in preparing a training plan for the individuals on the sales team is that they are very different from one another on the outside, and even more different from each other on the inside. They have different values and belief systems, different personal and professional goals, and different ways of learning. The three primary learning approaches to keep in mind are:
Additionally, don’t attempt to move the entire organization through a training program at the same pace and from the same starting point. They are all starting from a different degree of understanding and mastery. As such, they require an individualized plan for development that will take into consideration their preferred style of learning and the stages of advancement. The typical trap is to choose a standardized performance model and try to mold everyone into it. This is not effective and fails to bring to the table the unique individual talents of your team. Remember, a team is a collection of individuals pursuing the same goals. One last point: Sales managers are great at coaching and counseling (to be talked about in Chapter 8). Formalized training is a specialized skill that sales managers should probably hand off to another person. It is not as easy as it looks, and sometimes the sales manager is too close to the situation to be objective. Also, salespeople will find additional stress in studying under their own sales manager. They need a risk-free environment. Save your knowledge transfer sessions for coaching. 126
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