{"id":11253,"date":"2017-08-30T14:03:03","date_gmt":"2017-08-30T14:03:03","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/rule-21-empower-sales-team\/"},"modified":"2022-10-18T15:57:44","modified_gmt":"2022-10-18T15:57:44","slug":"rule-21-empower-sales-team","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/rule-21-empower-sales-team\/","title":{"rendered":"Rule #21: Empower Your People to Succeed Without You"},"content":{"rendered":"\n<figure><iframe width=\"560\" height=\"315\" data-src=\"https:\/\/www.youtube.com\/embed\/ds8YVG3tYOE\" allowfullscreen=\"\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe><\/figure><br><br>\n\n\n\n<p>Rule number 21. Empower your people to succeed without you. Coaching creates wisdom.<\/p>\n\n\n\n<p>Now think about that for a second. Coaching is one of the four hats of leadership and you&#8217;re going to spend anywhere from 20 to 30 percent of your time as a coach.<\/p>\n\n\n\n<p>Here&#8217;s some basic rules. Number one, coaching isn&#8217;t telling. Coaching is self-discovery. Be a doctor of sales. When you walk into a doctor&#8217;s office, they don&#8217;t tell you what your problem is, the patient tells you. And the doctor asks good questions to better understand all the hurts that they&#8217;re experiencing before they got here.<\/p>\n\n\n\n<p>Same thing holds true with a salesperson. When they show up, they&#8217;re a painting a picture of a call or a scenario. Don&#8217;t jump in. Don&#8217;t fix it. Don&#8217;t get sued for malpractice as a doctor, what if they jumped in too soon. I want you to ask good questions. I want you to have patience. I don&#8217;t want you to tell them the answer. I want them to self-discover the answer and to use your questioning skills to better understand what the scenario was and what maybe could they have done differently.<\/p>\n\n\n\n<p>The other thing that I want you to understand is coaching is a journey and if you were to take the top 10 sales behaviors and map where people are today and where they should be, so if I&#8217;m a two on prospecting and I think I should be a seven and I can get there within 12 months, that&#8217;s an area that I could help you through training and coaching become from a two to a seven.<\/p>\n\n\n\n<p>And the important thing is, what&#8217;s the impact? If you became a seven, what does that do to your book of business? What does that do to your corporate goal? What does that do to your personal goal? And once I&#8217;m energized as your sales person because you&#8217;re coaching me, you&#8217;re showing me that you care about me, you&#8217;re showing me how to succeed. You&#8217;re showing me how to farm and fish, to use that analogy. I will always be in your debt. And I look at you much differently than I do and as a supervisor who just says, &#8220;Read my card. I&#8217;m the leader. You&#8217;re not. Follow me.&#8221; That&#8217;s not coaching. Coaching is based on trust, respect, and confidence and conviction that you&#8217;re looking after my best interests.<\/p>\n\n\n\n<p>So it&#8217;s important. Training is not coaching. Don&#8217;t let your ego take over in a coaching session and the minute you hear yourself saying, &#8220;Hey do this, this, this, and this&#8221; because you&#8217;re impatient or you got 1,000 things going on, you&#8217;re off on the wrong track. Slow down. Don&#8217;t be sued for malpractice. Your ultimate goal is I want my people to be self-sufficient. When my people can connect dots and operate within the guard rails and are self-sufficient, I am a success. Good luck.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Rule number 21. Empower your people to succeed without you. Coaching creates wisdom. Now think about that for a second. Coaching is one of the four hats of leadership and you&#8217;re going to spend anywhere from 20 to 30 percent of your time as a coach. Here&#8217;s some basic rules. Number one, coaching isn&#8217;t telling&#8230;.<\/p>\n","protected":false},"author":167,"featured_media":0,"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":[1143,1033,1035,1221,1266],"class_list":["post-11253","post","type-post","status-publish","format-standard","hentry","category-blog","tag-building-a-better-sales-team","tag-leadership","tag-management","tag-sales-leadership-techniques","tag-sales-team-development"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sandler Rule #21: Empower Your People to Succeed Without You | Sandler Training<\/title>\n<meta name=\"description\" content=\"Rule number 21. Empower your people to succeed without you. Coaching creates wisdom.Now think about that for a second. 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