I usually work verbally or with a whiteboard.
He was horrified – apparently spending two hours with a whiteboard is easier for some people than reading a thousand words. Who knew?
So, the simplified version. I suggest you dig bit more deeply into the original article –here’s the link, again – but the principles are contained in the graphic below and in this post’s header. The point is, you start at the beginning and make sure you go through each stage, in order, with each member of your Sales team. By the end of a year you will have tremendous insight into what works and what doesn’t, and you will have equipped your team better than most managers ever do.