93 6. Seek their input first. Begin your feedback session by ask- ing the seller to share her thoughts on what she did well and the areas in which she might improve. Then share your own observations. 7. Never stop with just one. Tag along on many calls with a seller to get a more complete picture of their skill development. Better yet, devote an entire day to this type of coaching 8. Put it in writing. Keep a separate log for each of your salespeople so you can review often and recognize their improvement. Matt Sunshine Managing Partner The Center for Sales Strategy