from boss to coach: turning great sales managers into great coaches
TRANSCRIPT
From Boss to Coach: Turning Great Sales Managers into Great Coaches
CoachBOSS
integritysolutions.com Please email us at [email protected]
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.