{"id":10609,"date":"2016-04-21T21:48:43","date_gmt":"2016-04-21T21:48:43","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/coaching-salespeople-takes-collaborative-investment\/"},"modified":"2024-08-20T04:58:34","modified_gmt":"2024-08-20T04:58:34","slug":"coaching-salespeople-takes-collaborative-investment","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/coaching-salespeople-takes-collaborative-investment\/","title":{"rendered":"Your Comprehensive Checklist for Effective Sales Coaching"},"content":{"rendered":"\r\n

There is no one-size-fits-all model for developing salespeople! Every member of the sales team has an individual \u201csuccess code\u201d imbedded in them, and the effective manager must dial into it in order to unlock their true potential. Once selling skills and sales processes have been taught and behavior expectations are established, the manager\u2019s focus must be on raising the performance bar with an effective sales coaching methodology. It\u2019s a formal process that involves one-on-one meetings to identify and overcome hidden issues inhibiting consistent performance<\/a> and goals achievement<\/a>.<\/p>\r\n\r\n\r\n\r\n

About 35% of a successful manager\u2019s time should be spent coaching salespeople. The majority, however, confuse training, the teaching of new skills, with coaching, facilitation of improved application of skills and behavior already utilized by the salesperson. The key to coaching success is recognizing this significant differentiation!<\/p>\r\n\r\n\r\n\r\n

I was asked to observe a coaching session a client\u2019s sales manager was conducting. I made myself \u201cinvisible\u201d to avoid polluting the coaching environment. Bob, one of the company\u2019s top salespeople, suddenly developed the \u201cyips,\u201d a golf term used to describe a golfer who develops motor skill issues for no apparent reason. His were associated with a total breakdown of his cold calling phone skills. His manager, Sandy, initiated the coaching session to help him get back to his \u201cold\u201d successful self. It began with Bob sharing his own assessment of the challenge and ended after Sandy spent 15 minutes telling him how to resolve it. Her parting words were, \u201cNow, go get ’em\u201d!\u201d<\/p>\r\n\r\n\r\n\r\n

When she asked me to debrief the session, I candidly explained that she had lapsed into training, which would not result in any change in behavior. She had broken one of the cardinal rules of coaching, \u201cNo fixing!\u201d She clearly viewed coaching as an event, not an ongoing process. She further volunteered that her plate was too full to spend much time on this type of issue; it was faster to be in \u201cHere\u2019s how-to-fix-it!\u201d mode. When I asked whether this fixing mentality was working, she responded, \u201cI seem to be solving the same problems on a monthly basis so I guess not.\u201d<\/p>\r\n\r\n\r\n\r\n

I asked if I could conduct a session with Bob to model the proper approach to coaching. She agreed and I utilized my 7-step methodology to demonstrate its power:<\/p>\r\n\r\n\r\n\r\n

    \r\n
  1. I asked Bob to assess the problem and told him I had done so as well. A type of Gap Analysis was performed that led to our identifying the \u201creal\u201d problem.<\/li>\r\n
  2. We set some small growth goals that, if achieved, would reflect a success track to improved performance.<\/li>\r\n
  3. He transformed the goals into measurable behavior and plugged them into his calendar.<\/li>\r\n
  4. He began to execute the new behavior and journal his small successes.<\/li>\r\n
  5. We agreed to meet one week later to review his progress. At that time, any behavior that was not working would be identified and modified.<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n

    In my world, I consider coaching to be a continuous process for growth without an end! Given its importance, it warrants a formal methodology designed to create a \u201clight bulb\u201d impact on inhibitors to success. Most managers try to ignite the light bulb by telling the salesperson where the switch is hidden. When coaching is correctly executed, however, it is automatically turned on as it enables salespeople to shine the light on \u201cburied\u201d issues affecting their ability to be consistently successful. As a result, they are more committed to internalizing their own solutions to problems and \u201cold recurring\u201d ones tend to disappear!<\/p>\r\n\r\n\r\n\r\n

    If you make coaching a part of your culture, you will witness dramatic improvement in your salespeople. Learn to develop a sales coaching checklist to guide your sessions, ensure consistency in your approach, and empower your sales teams<\/a> to achieve their goals.\u00a0<\/p>\r\n\r\n\r\n\r\n

    My new book,\u00a0The Sales Coach\u2019s Playbook: Breaking the Performance Code<\/a>\u00a0<\/em>is now available on Amazon. If you are interested in learning more about becoming an effective coach, it is a solid reference.\u00a0<\/p>\r\n\r\n\r\n\r\n

    Go conquer your worlds!\u00a0 \u00a0<\/p>\r\n","protected":false},"excerpt":{"rendered":"

    There is no one-size-fits-all model for developing salespeople! Every member of the sales team has an individual \u201csuccess code\u201d imbedded in them, and the effective manager must dial into it in order to unlock their true potential. Once selling skills and sales processes have been taught and behavior expectations are established, the manager\u2019s focus must…<\/p>\n","protected":false},"author":18,"featured_media":10610,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1038,1033,1035],"class_list":["post-10609","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-coaching","tag-leadership","tag-management"],"acf":[],"yoast_head":"\nSales Coaching Checklist for Managers | Sandler Training<\/title>\n<meta name=\"description\" content=\"Empower your sales team with Sandler's comprehensive sales coaching checklist. Ensure consistent performance and goal achievement. 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