The key to coaching is to have the proper mentality and attitude that you want and are willing to invest in others. The primary objective of a coach is to instill confidence and inspire employees to perform above and beyond what they even thought was possible.

Coaching is about driving performance and demanding better performance but if we invest time (consciously) in the good things people WILL produce greater effort which leads to better performance. If we only focus on what people do wrong or not as well as we require this begs the question "will the employee continue to pursue better performance if that's all they hear from their manager"?

Coaching is NOT merely telling and showing, rather its about asking (now you know what they know or can do), listening (building engagement & sharing in pursuit of better performance as a team), agreeing upon action (people only improve if they do something about it), and NOW YOU ARE COACHING! Coaching is NOT about you, rather a decision an employee first makes to learn and than ultimately pursue..

The key to sales coaching is very simple:

People Do NOT Perform Better Because You Tell Them to!

No Time - make it

When was the last time a sales person walked in to their manager's office and asked to role-play? Why do I bring this up? Because we need to practice or we simply don t get better because we arbitrarily decide to do so. Sales Managers MUST drive performance because most sales people will not take it upon themselves to do so.

Its vital to coach people when they are selling because there are so many challenges today:

Price objections can result in a very sticky situation for sales people. As a manager do you know what your salespeople are going to do when they get in that situation? As a salesperson do you know what your manager wants of you when you encounter a price objection? This is why managers need to coach.