SKILL


How to Get Reps to Perform at the Highest Levels


KIM WRIGHT WILEY


In sports, the job of a coach is to help a player develop strengths and mitigate weaknesses. The job of a sales manager is the same. Properly prepared sales reps don’t freeze up on calls; they feel confident in any situation and are able to think on their feet because the coach has prepared them well for the game.


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“Our job as coaches is to keep people focused and motivated,” says one peak-performance expert and former pitching coach for the majors. “Coaches don’t just hope for the best; they proactively identify the skills it takes for athletes to perform at their highest levels and then train them, mentally as well as physically.” In the process of analyzing what separates a good pitcher from a great pitcher, this coach developed a peak performance triangle. The first two


VISUAL GENERATION / SHUTTERSTOCK.COM


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