The world of selling is changing and changing fast - are we coaching to the right attributes that sales people REALLY Need?
The Progress Coaching Blog
Coaching Against Tough Issues
One of the toughest things we go through as leaders and managers is having to address issues such as attitude, negative behaviors, lack of team cooperation, etc. these issues can tear down the very fiber of organizations as we know it today. It is critical as managers and leaders we successfully address these issues by helping employees understand the risks associated with such action. This is..
Sales Coaching Power: Process + Performance = Profits
When we think about a selling process you must think stages of the specific selling process we want people to follow. During those stages there will be requirements from a knowledge, skill, and behavioral perspective. For example, in stage 1 which we can call general prospecting; a salesperson may need to know how to use LinkedIn search features to define target prospects. Next, they must have..
Did You Know You Are Already Coaching?
Coaching is about helping employees perform better on a day-to-day basis. A core objective of coaching employees is to create conditions and triggers that promote better performance. The fact of the matter is that we condition employees behaviors every single day whether we know it or not.
Now You Are a Coach!
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..
Sales Managers Must Coach Everyday!
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.