Good Reps vs Great Reps: 5 Behaviors You Can Actually Coach
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Good Reps vs Great Reps: 5 Behaviors You Can Actually Coach
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Take away the PFP plan. Would your reps still know what to sell? That one question separates good reps from great reps, and the good news is the difference is coachable.
Recorded live at the NBWA 89th Annual Convention in Orlando, Bud, Moneyball Ross, and Data Mike walk through the five behaviors that separate the rep who covers the route from the rep who grows it: try something new, walk the whole account, sell to the buyer's problems, run the route like it's theirs, and make trade-offs out loud. Every behavior comes with a ride-with question you can ask on Monday, because most of us spend ride-withs asking what got done on PFP instead of asking what the rep is actually thinking.
Along the way: the rep whose account was down 13% in volume but up 10% in GP, and why. The team lead who led a rep down the hallway and let him open the door to the spirits section himself. The Atlas rep who failed PFP, went rogue, and grew volume anyway. And why "call Mike, he'll fix it" is the fastest way to build a team that never thinks for itself.
If you manage reps, this one is for you. Six months from now, what should they be able to do that they're not doing today?
Listen, learn, and enjoy what you do.
