Post on 11-Aug-2015
The Development Matrix
MO
TIV
ATI
ON
PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
MO
TIV
ATI
ON
PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson rates extremely highin proficiency and motivation
MO
TIV
ATI
ON
PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson is not proficient in many skills, but is highly motivated
MO
TIV
ATI
ON
PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson rates low in bothproficiency and motivation
MO
TIV
ATI
ON
PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson demonstrates high proficiency but has low motivation
MO
TIV
ATI
ON
PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When proficiency and motivation are average
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