powerful sales coaching
DESCRIPTION
Coaching is a combination of art and science. The leaders who perfect it will always bring out the best in people and consistently deliver exceptional results.TRANSCRIPT
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Sales Coaching
JP Aclan
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COACHING
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What is it all about?
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• 15 Regional Sales Managers• 18 Distributor
Managers• 18 Key Account
Managers• 2 National Sales
Managers• 360 – 53 = WINNING
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WINNING . . .
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How do you do it?
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#1
An Overriding Purpose:
WINNING…
Thru People.
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TeachableHungry
TenaciousPlayers
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Poodle Bulldog
Same breed, but different characteristics . . .
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BUILD YOUR PLAYERS, DEVELOP YOUR TEAM.
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“The World’s biggest problems were solved
when they were still small”- The Tao
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#2
Can’t share what you don’t have
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SkillsMindsets / Mental Models
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“Experience/
Wisdom”
“Cycle Times”
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STRENGTHEN YOURSELF THROUGH EXPERIENCE
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Respect, Trust &
Confidence
Ingredients:
WINNING
TEACHABLE
TENACIOUS PLAYERS
EXPERIENCE
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#3
Perfect practice makes perfect.
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Perfect Practice – Mindsets,
FundamentalsDetails, Experiences
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#4
Repetition… Repetition…Repetition…
Repetition…………Repetition………..Ad
Nauseaum
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KNOWLEDGE MASTERY2nd NATURE / SPONTATNEO
US
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CONTINUOUSLY DEVELOP YOURSELF
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#5
Not just quality time but quantity
time
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- The Buddha
THOUGHTS
WORDS
ACTIONS
HABITS
CHARACTER
DESTINY
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COOKING:
“Routine Excellence”
2nd Nature
PERFECT PRACTICE
REPETITION
QUALITY &
QUANTITY TIME
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INNOVATE
RESPONSIVENESS
RELIABLE/ROUTINE
EXCELLENCE
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INVEST SIGNIFICANT AMOUNT OF WORK TIME
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#6Reinterpreting the
Context
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“For as long as we know the why’s, we can do with any of
the how’s.”
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Events
Build the business,Build the character.
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DEVELOP YOUR STRATEGIC INSIGHTS
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#7
KISSKeep It Simple & Sweet
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KISS
“The chain is only as strong as its
weakest link.”
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Economics of Attention & Focus
Simple/Understood - “Mother-in-law principle”
Remembered/Executed - “Little Son Principle”
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Mother-in-law Principle – If my mother in law can understand it, anyone can understand it.
Little Son Principle – If my little boy can execute it, anybody can execute it.
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THE BEST LEADERS ARE THE GREATEST SIMPLIFIERS
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#8 Different StrokesFor
Different FolksFor
Different Tasks
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HI TALENT
Hi Expectation
sBig Projects Less Time
AVERAGE TALENT
Ave Expectation
sAve Projects Ave Time
BELOW AVERAGE TALENT
Lower Expectation
s
Lower Projects Lower Time
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Accentuate the strengths
Task at hand
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NO TWO INDIVIDUALS ARE ALIKE
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#9
A Brew of SubstanceAnd
- FORM -
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• Build the Biz
• Build the Character
• Drama
• Life Changing Events
Seasoning:
Mental Models
FORMSUBSTANCE
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SPONTANEITY IS THE NAME OF THE GAME
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Thank You