Hi Friend,
Coaching is not just for athletes. More and more organizations are choosing to include coaching as part of their professional growth process. Developing salespeople, when done correctly, will not only increase sales, it will have a positive impact on the community and culture of a company. The benefits are numerous and worth exploring.
In the business world, a coach is responsible for increasing employee and company success. The goal of coaching is to develop employees at all levels, including productivity, adaptability, satisfaction, and retention. There are professional coaching positions, but any manager can be a coach who develops the best in their employees.
Coaches are not mentors, although they share some of the same roles. Coaches work to help people discover information on their own rather than relying on direct teaching methods. In any coaching relationship, it is necessary to develop trusting relationships based on confidentiality.
“You get the best effort from others not by lighting a fire beneath them, but by building a fire within.”
Here are a few tips to get you started. |
| | Coaching vs Training
Coaches are not trainers. To be effective as a coach, it is necessary to understand the difference between the two. Each one serves a different purpose. Training is used to teach specific skills and information, and trainers have basic roles.
They: - Drive learning
- Direct the content for learning
- Control group process
Coaches, on the other hand, work differently to provide guidance.
They: - Use questions to drive learning
- Focus on two-way communication
- Do not use specialized content
- Can work one-on-one or in groups
Take Aways
Most coaching sessions will include takeaways, which are key points that the team members need to remember. Prepare ahead of time and consider how the takeaways are related to the goals of the team. The best way to provide takeaways is visual. Do not just rely on verbal communication. - Print up takeaways
- Consider using slides to share main points.
- Include sub-points when necessary
- Use images if useful
Additionally, make sure to give the takeaways at the end of the coaching sessions, and answer any questions that team members may have before they leave.
Acknowledge Success
The success of every team member should be acknowledged and celebrated. It is easy to celebrate the large successes like big sales or community awards. Do not forget, however, to acknowledge the small successes. Praise small movements to goals, such as a small increase in sales. Let other team members know about improvements so that the community can celebrate. If you acknowledge small successes, you will build confidence and continue to improve success.
Remember, your goal is progress, not perfection.
In the meantime, please let me know if I can be of any assistance in improving the performance of your sales team.
Have a great week! |
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Steve Porcaro
SalesPlus MVP Coaching & Training
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| | Career Transition, Business & Professional Development Coach for Medical Device Sales Leaders & Teams ➤ Workshops & Webinars | Speaker | Veteran - Navy Hospital Corpsman |
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