We cannot change another person’s behavior. We can only change our own behavior in such a way that prompts that person to change theirs. This simple truth eludes a great many managers. An Individualized Management Plan provides a roadmap for the guidance and growth of each individual on the sales team, zeroing in on that person’s strengths, needs, and hot buttons. The Center for Sales Strategy has been fine-tuning this Plan’s process (and the related Individualized Management Questionnaire) for two decades and our clients can attest to its power.