Dealing With Star Performers

The biggest problem that the new sales coaches will encounter when planning to introduce sales coaching into the sales team will be in dealing with a star performer. In every team there is usually someone who is doing well. In many ways they appear to perform well despite not fitting into any known and accepted work method or profile. My experience shows that the reason why organisations do not fully understand how top performers achieve their success is that line managers spend no time at all with top performers watching how they fulfil their job responsibilities.

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