Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics and unique selling skills.
By framing empathy as a key to developing rapport, leaders can encourage sales reps to practice and apply empathy in their daily interactions.
There is a better way to coach, and it starts with being intentional. Sales managers must be strategic about how to invest their limited time and resources when coaching their team.
If you have those team members who seem hesitant to change their game, rather than assuming they’re lazy, give this sales coaching strategy a try.