As one of the many cognitive biases hard-wired into our brains, many of us simply do not want to experience loss. So we take what seems like a safer bet. But when we fail to take worthwhile risks, we also lose more over the long term.
To optimize productivity, sales managers should use personalized coaching solutions and focus on developing key skills such as discovery, whether the rep is sitting in the same office with them or is 25 miles away.
Competencies can help your team to “see and understand” the same goal (working toward the bigger picture) because they make it easy to define your organization’s vision, goals, and mission statement into clear and observable qualities for employees.