Before, I wasn't giving individualized coaching or spending time with reps at the point of sale actually showing them how to get new results.
The best coaching story I have as of late was with an average rep, Eric, who was consistently earning 3-4 grand each month. I spent time with him on the phone and face-to-face qualifying each customer with specific questions to find a need for a particular item. I also showed him how to get referrals with follow up calls - 3 months later he has gone from 4 grand to $7,500 and lead the market in data sales.
