Unleashing Potential through Sales Coaching

Unleashing Potential through Sales Coaching

Delivering revenue results while helping salespeople realize their full potential is what great leaders do. Coaching is a big part of sales leadership. Everyone needs a coach, even superstar salespeople. Why? People have a natural ceiling or lid that they ultimately hit over time. Having a coach is the only way to consistently breakthrough that ceiling. The truth is that most salespeople know what they are supposed to do (e.g., target large accounts), but there is a difference in what they actually do (e.g., work on small deals). Coaches help close this execution gap.

Here are three things that you can do to become a better sales coach within your organization: 1) Have conversations with people that they do not want to have. Ask: What issue do you need to address? Where do you want to go? 2) Make people do things that they may not want to do. Ask: What are you going to start doing and when? What are you going to stop doing and when? 3) Have them commit to development and growth. Ask: What actions are you going to take every day? Are you totally committed to change and willing to “burn the ships”?

Coaching means challenging salespeople to perform at their best and live up to their own great expectations. When salespeople gain clarity on their goals, implement a personal development plan and receive genuine one-on-one attention, they become motivated to change. Growth results from stretching a salesperson’s abilities and thinking as far as possible. Coaching accelerates the process. Without coaching, salespeople only have their ego to convince them that they can make the needed change, which is almost never enough. Coach and be coachable.

Delivering revenue results while helping salespeople realize their full potential is what great leaders do. Coaching is a big part of sales leadership. Everyone needs a coach, even superstar salespeople. Why? People have a natural ceiling or lid that they ultimately hit over time. Having a coach is the only way to consistently breakthrough that ceiling. The truth is that most salespeople know what they are supposed to do (e.g., target large accounts), but there is a difference in what they actually do (e.g., work on small deals). Coaches help close this execution gap.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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