from boss to coach: turning great sales managers into great coaches

From Boss to Coach: Turning Great Sales Managers into Great Coaches

CoachBOSS

integritysolutions.com Please email us at info@integritysolutions.com

More about

Developing excellence in Sales, Coaching, Leadership and Customer Service

Igniting passion with a specific focus on their attitudes, values, motivations, and beliefs.

Challenges and Strategies for Sales Leaders

5 Performance Drivers of Sales Achievement

Tangible Coaching Strategies for Helping Sales People

Why and How to Shift a Coaching Mindset

Tactics for Coaching High Performers

What You’ll Discover

HIGHER performance MORE engaged

HIGHER productivity GREATER retention

STRONGER bench strength

Coaching pays off!

Sales Executive Council, Gallop

Outperform peers by 27%

By 25%

Discretionary effort up 18%

Less likely to leave by +25%

More promotable by 11%

68% of employees say their managers are NOT ACTIVELY ENGAGED in their career development.

• The BEST PLAYERS make the BEST COACHES.

• The ATTITUDE of selling isn’t as critical as the SKILLS.

• Coaching is more about SOLVING PROBLEMS than DEVELOPING CONFIDENCE.

Coaching Misconceptions

The BEST PLAYERS don’t necessarily make

the BEST COACHES.

3 Strategies for Making the Transition

1. Believe in yourself and your people.

2. Set meaningful goals and create individualized development plans.

3. Uncover and address leadership performance gaps.

Don’t forget about the emotional side of selling.

A person’s

attitudes, beliefs and values have more to do with the level of success than knowledge or skills.

Success Factors

Knowledge & Technical Skills

Attitudes, Values, Beliefs, Motives and Achievement Drive

15%

85%

Sales Congruence Model

View of

Selling Commitment to

Activities

Values

View of Abilities

Belief in

Product

Congruence

™

View of Selling

View of

Selling

3 Strategies for Ensuring a Positive View

1. Ask questions to understand beliefs and goals.

2. Gain insight into emotions as well as facts.

3. Seek to Understand their full perspective before sharing your own.

View of Abilities

View of

Selling View of Abilities

Values

View of

SellingValues

View of Abilities

Commitment to Activities

View of

Selling Commitment to

Activities

Values

View of Abilities

3 Strategies for Ensuring Commitment

1. Show how activities align with overall goals.

2. Equip them with training and tools.

3. Help them organize and prioritize to achieve maximum results.

Belief in Product

Congruence releases energyand achievement drive.

Gaps create conflict and disengagement.

View of

Selling Commitment to

Activities

Values

View of Abilities

Belief in

Product

Congruence

™

BEHAVIORS FOLLOW BELIEFS.

Sales Congruence

View of

Selling Commitment to

Activities

Values

View of Abilities

Belief in

Product

Congruence

™

The art of coachingis not in the telling

but in the asking.

Questions to Ask

1. Where are you now in terms of <Congruence Element>?

2. Where would you like to be?

3. What are the risks of staying in your current situation?

4. How could you improve?

5. What’s your sense of urgency to move into the desired situation?

Coaches Need Congruence Too!

Coaching is not solving problems for your team.

Inherent Challenge

Some leaders have the mindset that coaching is catching mistakes and solving problems rather than developing confidence, instilling a sense of ownership and maximizing reps’ potential.

Sales Coaching can increase TOP

LINE REVENUE by up to 20% --

Salesforce

Companies who implement regular employee feedback have turnover rates that are

14.9% lower than employees who receive no feedback.

--Gallup

1. Invite them to step out of their comfort zone.

2. Never tell them what you can ask them.

3. Be a facilitator of success.

3 Tactics for Coaching High Performers

Turn GOOD LEADERS into GOOD COACHES to REDUCE unwanted turnover and ENSURE sales teams are EQUIPPED and ENGAGED.