The approach mentioned in 'Individual coaching' is taken a stage further.

The same information is gathered, and then used by Latham to help the sales person not just achieve, but exceed their targets.

Because we understand the sales process, we are able to use the personality based information gathered on an individual and link it to what it takes to be a successful sales person:

• Identify strengths and limitations in terms of interpersonal skills and work style.
• Understand motivation, probably the single most important aspect of any sales persons' personality.

Be it product, service or consultancy based sales, the sales person will come to understand how their personality impacts upon their work.

One to one coaching, either in the office or in the field, helps the sales person improve their technique and work rate.