RAB Insights

RAB Research Archive

One-size-fits-all coaching

One of the key pitfalls for sales managers is when they take the "one-size-fits-all" approach to coaching.

How many times have we witnessed a sales rep working on autopilot? This is the rep doing the same sales pitch to each customer and delivering the message in the same way. As coaches, we fail to see when we go into autopilot, taking the same approach with each rep.

Do you ever find yourself coaching all your reps the same way? Your feedback to each rep is the same? If so, you have fallen into the rut of "one-size-fits-all" coaching.

Coaching differs from training. Training is about having everyone learn the same information or skills. Coaching, on the other hand, is about diagnosing each rep's particular area for improvement. It is about adapting your coaching style to the individual and about developing individualized development plans.

Coaching is a one-to-one sport. It is about growing individuals and helping them to develop their full potential.

Source: Steven Rosen, sales coach