“Make decisions on people your top priority.” — Peter Drucker
When a sales person is under-performing, many managers often implement a training solution as a next step. However, there are cases when training is not the answer. The reality is that not every sales person is a match for the business. This means that the manager is not really dealing with a coaching issue but a hiring problem. A 16-month longitudinal study found that no amount of knowledge, training, time or experience will enable an individual without sales talent to perform at the same level as someone with sales success character traits. Thus, the first step in a successful coaching process is hiring the right sales talent.