Most sales development plans are just training wish lists: "Take negotiation course, attend sales conference, read sales methodology book." They sit in CRM notes, forgotten until next year's review.
Real Individual Development Plans unlock sales potential by connecting personal career aspirations with meaningful growth opportunities.
Engagement Message
What's the difference between taking random sales courses and purposeful development?
Traditional IDPs fail because they focus on activities, not outcomes. "Complete consultative selling certification" tells you what to do, not why it matters to your sales career.
Effective IDPs start with the rep's aspirations, then build development experiences that serve both individual goals and sales team needs.
Engagement Message
How might connecting development to personal sales dreams change motivation?
Remember your GROW coaching skills? Creating IDPs is coaching in action. Instead of assigning development activities, you collaborate to discover what sales growth they actually want.
This shifts IDPs from manager-imposed requirements to rep-owned growth journeys.
Engagement Message
When are you more committed to a sales goal - when you choose it or when it's assigned?
Start IDP conversations with aspiration questions: "Where do you see your sales career in two years?" or "What type of selling energizes you most?"
Listen for the dreams behind their words. Someone saying "I want bigger deals" might dream of enterprise sales or becoming a sales leader.
Engagement Message
What deeper sales aspirations might hide behind surface-level career statements?
Next, explore the bridge between current sales reality and future aspirations. "What sales skills would help you get there?" and "What client experiences would be valuable?"
This creates development goals that feel personally meaningful, not just professionally required.
