Adaptability Next Steps
Exceptional salespeople pay attention to what works
and what doesn’t. When faced with a new challenge,
they adapt their approach to fit a marketplace
change or a buyers’ behavior style. Need help moving from selection to skill
development? With Caliper Precision Series, you can
empower your teams with training on their specific
development needs on a schedule that fits for them.
What are you waiting for? Get started today by
visiting www.calipercorp.com! Discounts apply to all
KAIA members.
Sales managers can help their teams get into these
habits and coach them into improvement in these
three ways:
1. Flexible Thinking – Deepen awareness and
perspective by accessing different ways of thinking.
This will lead to a greater understanding of how
their customers think.
2. Plan Ahead – Instead of getting stuck into one
solution, have a contingency plan in place for when
plan A doesn’t work. Planning allows salespeople
to examine the opportunities and threats in
current and future situations, and understand what
resources they have to fix them.
3. Be Curious – Curiosity helps to open the mind,
enable growth, and encourage new ideas. By being
curious, salespeople can develop unique approaches
to problems and hopefully find the results needed.
Be Prepared
Activate your Coaching
Skills
1. Maintain your positive outlook
2. Know how to navigate conversations
3. Ask good questions
4. Listen to what they have to say
Building upon planning in adaptability, salespeople
who take the time to prepare for every meeting
tend to be more successful. They have a deeper
understanding of the products they’re selling,
frequently asked questions, what their customers
need, and what they want to accomplish in this
meeting.
Managers can set clear expectations for customer
meetings and coach each salesperson in specific
preparation skills.
Enter every meeting with a purpose and be prepared
to accomplish that purpose.
5. Encourage them to share
6. Coach in the moment
“Organization who coach their em-
ployees can effectively and frequently
improve business results by 21%, com-
pared to those who never coach.”
Caliper’s Esstials for Coaching report
| March - April 2019 | KANSAS INSURANCE AGENT & BROKER
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