Improving Sales Team Performance
One sales coaching question frequently asked is Where should we focus our sales coaching efforts to optimize the impact on revenue generation? Fortunately that question has been answered. The answer is focus on the 60% of the sales people that are in the middle of the performance curve.
While the above answer is widely accepted, it does not mean that coaching top sales performers should be totally neglected. Unfortunately that happens more frequently than it should. So, lets take a look at some of the issues starting with the main perceived reasons for not coaching top performers.
Source: Sales Training Connection