Kevin was my first real one-on-one sales coaching client. I had done a lot of training and mentoring before, but this was different.

He called one evening with a serious problem. His boss had put him on notice - he was about to be let go... Lucky for him, Kevin's boss had given him 45 days to turn things around.

The best part of the assignment was that Kevin's boss outlined three specific areas to improve, in addition to increasing his sales numbers. Which we later called his "PIP" - Performance Improvement Plan: (1) improve his working relationship with the Marketing Dept. to finish a new Product Launch that was taking way too long; (2) improve his overall attitude and motivation from one of slightly negative to clearly positive; (3) open three new accounts within the 45 day period. (This was going to be the most difficult one because of the sales cycle of his product line.)

His company agreed to pay for his coaching which consisted of six, one-hour sessions over the next six weeks. Together we drew up a simple, yet focused outline and called it - Kevin's Performance Improvement Plan or "PIP."

We worked together through phone calls and emails to check off his To-Do items. With the sales revenue/selling activity high on the priority list, Kevin's professionalism, experience and individual personality style allowed him to secure succeed. He opened two new accounts within the 45 day period, launch the new product line, and his attitude toward his job soared!

Kevin not only stayed with the company for the next five years, but he also went on to become a Division Manager.

There are countless examples of Sales Professionals who use coaches or mentors to increase their chances of success. They sell more, earn more and progress along a strong career path.

High Performance Salespeople are similar to professional athletes - they are required to perform individually, yet be a part of the sales team. Interestingly enough, even top rated NFL, NBA, NHL, and MLB players listen to their coaches and work together to improve their performance. So why shouldn't you?