Coaching is a “one to one” sport. It has to be specific and delivered in a way that best speaks to the individual. Coaching is not training. Coaching is about diagnosing each sales rep’s particular area for improvement. It is about adapting your coaching style to the person and about developing individualized development plans. It is unique to each individual rep. Don’t be one of those managers who coach all their reps the same way. If you do, then you have fallen into the trap of “one size fits all” coaching.