grow model and sales coaching_salesitv webinar with dean mannix

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1.  Team vs. Individual

2.  Poor Timing

3.  Coaching Lagging vs. Leading Indicators

FAILURE #1

Coaching the Wrong Goals



1.  Goals Beyond Numbers

2.  Commit Only to What You can Coach

3.  Make it Easy to Jointly Agree on Goals

Actively GuideGoal Selection



1.  Failing to Crack the Surface

2.  Failing to Define Skill-Level

3.  Avoiding the Emotional and Beliefs-Based Conversations

FAILURE #2

NarrowlyDefiningReality



1.  Understanding the Beliefs Behind the Current Results

2.  Accepting the Reality that Most Salespeople Don’t Have the Skills Required to Achieve the Goal

3.  Understanding the Expectations Before Demanding Action

4.  Understanding and Managing How they Feel About the Change

Coach RealityBeyond Numbers



1.  Lacking a Structure for Sales Success

2.  Accepting the Usual Options

3.  Failure to Provide “How-To” Options

FAILURE #3

Failing toProvideOptions



1.  Providing a Clear Structure for Success in Relation to the Goal

2.  Ensuring the Options Selected Set the Salesperson up for Success

3.  Provide “How-To” Options

Offer Credible and Proven Options



1.  “You” Focused Action Plans

2.  Assuming Confidence and Competence

3.  Lack of Role Modelling and Observation

FAILURE #4

A Flawed WayForward



1.  “Me and You” Focused Action Plans

2.  Make the First Step Role Modelling and Salesperson Observation of You

3.  Including an Ongoing Assessment of Confidence

Plan an Observable Way Forward



FREE RESOURCE


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| Coaching Performance and Confidence


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