1. Build in coaching support systems to give salespeople feedback, suggestions, and encouragement. This can be a 30-minute weekly session with you, your sales manager, or an outside coach.

2. Promote time management skills. An inefficient use of time is a great barrier to productivity and closed transactions.

3. Encourage the use of technology that aids productivity. That doesn’t mean that salespeople need every new gadget. Instead, help them assess what technologies are necessary to be successful.

4. Decide if there is one area that is a constant barrier to achieving a goal and provide extra training in it.

5. Keep the sessions focused on problems, not personalities.

6. Meet with associates at least four times a year and revise goals as necessary to reflect changing priorities.

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