Risk & Business Magazine California Risk & Business Magazine Summer 2017 | Page 20

COACHING

Coaching :

It ’ s An Ongoing Process

“ NOTHING IN THE WORLD

CAN TAKE THE PLACE OF PERSISTENCE . TALENT WILL NOT ; NOTHING IS MORE COMMON THAN UNSUCCESSFUL MEN

WITH TALENT . GENIUS WILL NOT ; UNREWARDED GENIUS IS ALMOST A PROVERB . EDUCATION WILL NOT ; THE

WORLD IS FULL OF EDUCATED DERELICTS . PERSISTENCE AND DETERMINATION

ALONE ARE OMNIPOTENT .”

- CALVIN COOLIDGE

Teams win championships , not coaches or star players . What are you doing to build each salesperson into a stronger performer and a more valuable contributor to your sales team ?

Our goal here is to enhance your effectiveness as a builder of strong salespeople . You can coach them to success !
Our job as sales leaders is not to grow sales — our job is to grow salespeople . And then it ’ s their job to grow sales .
While it is true that our success is ultimately measured on sales levels , we personally aren ’ t going to make that happen . Our job , then , is to help salespeople be better at what they do . We need to coach them .
By coaching , we are talking about field coaching : hands-on and in competitive situations . Like the impact a basketball coach has during the game rather than after the contest .
While the “ after the game ” sales meeting is important , it ’ s working in the field with salespeople that provides us our greatest opportunity for coaching . Here are three kinds of field calls a sales leader can make with salespeople :
1 ) Training call - Here the sales manager takes the lead during the call to show how it should be done . Other than being introduced to the prospect or client , the salesperson is essentially a silent observer . After demonstrating “ how-to ,” the sales leader debriefs the salesperson after each call . “ What went right ” and “ What went wrong ” are thoroughly discussed so that the salesperson can see the dynamics involved .
2 ) Joint call - A sales manager and salesperson both participate in these calls . Each person contributes appropriately . Often these calls are used in reestablishing a relationship or introducing the sales leader to customers .
Joint calls also are effective for gathering information about market activity , the competition , and customer wants and needs . How well your company is meeting those needs can be ascertained on a joint call .
3 ) Coaching call - In these instances , the sales leader plays the role of an observer and the salesperson conducts the call . The introduction of the manager usually should be done in a low-key manner . If he or she is unknown to the prospect , simply introduce the manager as an associate of the salesperson .
On coaching calls , the sales manager learns the most about how a salesperson performs on his or her day-to-day calls . As a result , it is where the sales leader can offer the most help . But that is true only if the coaching call is conducted properly . Often that is tough for the sales leader to do . Even if the sales person is “ blowing
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COACHING “NOTHING IN THE WORLD CAN TAKE THE PLACE OF PERSISTENCE. TALENT WILL NOT; NOTHING IS MORE COMMON THAN UNSUCCESSFUL MEN WITH TALENT. GENIUS WILL NOT; UNREWARDED GENIUS IS ALMOST A PROVERB. EDUCATION WILL NOT; THE WORLD IS FULL OF EDUCATED DERELICTS. PERSISTENCE AND DETERMINATION ALONE ARE OMNIPOTENT.” - CALVIN COOLIDGE Coaching: It’s An Ongoing Process T eams win championships, not coaches or star players. What are you doing to build each salesperson into a stronger performer and a more valuable contributor to your sales team? O �ȁ�������ɔ��́Ѽ������������)�����ѥٕ���́�́���ե���ȁ�����ɽ��)ͅ�����������e�ԁ����������ѡ���Ѽ)�Ս���̄)=�ȁ�����́ͅ��́������́�́��ЁѼ��ɽ�)ͅ��ϊQ��ȁ�����́Ѽ��ɽ܁ͅ�������������)ѡ����ӊéѡ��ȁ����Ѽ��ɽ܁ͅ��̸)]������Ё�́��Ք�ѡ�Ё��ȁ�Ս���́��)ձѥ��ѕ�䁵����ɕ�����ͅ��́��ٕ�̰)ݔ����ͽ����䁅ɕ��eЁ������Ѽ�����)ѡ�Ё��������=�ȁ�����ѡ�����́Ѽ�����)ͅ����������������ѕȁ�Ёݡ�Ёѡ�䁑���]�)�����Ѽ�������ѡ���) 䁍���������ݔ��ɔ�х����������Ё�����)��������聡���̵���������������ѥѥٔ)ͥ�Յѥ��̸�1����ѡ�������Ё����ͭ�щ���)��������́��ɥ���ѡ�������Ʌѡ�ȁѡ��(��)��ѕȁѡ�����ѕ�и�ѡ��ͅ��́�����ȁѼ����ѽ���̸)]�����ѡ���q��ѕȁѡ�������t�ͅ��́���ѥ��)�́�����х�а��ӊéݽɭ�������ѡ��������ݥѠ)ͅ����������ѡ�Ё�ɽ٥��́�́��ȁ�ɕ�ѕ��)������չ��䁙�ȁ����������!�ɔ��ɔ�ѡɕ�)����́�������������́��ͅ��́�����ȁ��������)ݥѠ�ͅ����������)���Ё����́��ͼ��ɔ������ѥٔ���ȁ��ѡ�ɥ��)����ɵ�ѥ�������Ё��ɭ�Ё��ѥ٥�䰁ѡ�)�����ѥѥ�����������ѽ��ȁ݅��́���)����̸�!�܁ݕ�����ȁ������䁥́���ѥ��)ѡ�͔�����́��������͍��х���������������)�����(Ĥ�QɅ�������������!�ɔ�ѡ��ͅ��́�������)х��́ѡ���������ɥ���ѡ�������Ѽ�͡��)��܁�Ё͡�ձ�����������=ѡ�ȁѡ��������)���ɽ�Ս���Ѽ�ѡ���ɽ����Ё�ȁ�����а�ѡ�)ͅ������ͽ���́��͕�ѥ���䁄�ͥ���Ё��͕�ٕȸ)�ѕȁ�������Ʌѥ����q��ܵѼ��t�ѡ��ͅ���)�����ȁ���ɥ��́ѡ��ͅ������ͽ����ѕȁ����)�������q]��Ёݕ�Ёɥ��ӊt������q]��Ёݕ��)�ɽ���t��ɔ�ѡ�ɽ՝��䁑�͍��͕��ͼ�ѡ��)ѡ��ͅ������ͽ������͕��ѡ���幅����)��ٽ�ٕ���̤� ���������������%��ѡ�͔����х���̰�ѡ�)ͅ��́�����ȁ����́ѡ��ɽ�����������͕�ٕ�)����ѡ��ͅ������ͽ������Ս�́ѡ�������)Q������ɽ�Սѥ������ѡ��������ȁ��Յ���)͡�ձ�����������������ܵ��䁵����ȸ�%����)�ȁ͡���́չ���ݸ�Ѽ�ѡ���ɽ����а�ͥ����)���ɽ�Ս��ѡ��������ȁ�́�����ͽ���є���)ѡ��ͅ������ͽ��(Ȥ�)���Ё��������ͅ��́������ȁ���)ͅ������ͽ����Ѡ����ѥ����є����ѡ�͔�����̸)�������ͽ������ɥ��ѕ́���ɽ�ɥ�ѕ��)=�ѕ��ѡ�͔�����́�ɔ��͕�����ɔ�)��х���͡������ɕ��ѥ��͡����ȁ���ɽ�Ս���)=���������������̰�ѡ��ͅ��́�������)���ɹ́ѡ�����Ё����Ё��܁��ͅ������ͽ�)��ə�ɵ́�����́�ȁ��ȁ���Ѽ���䁍���̸)́��ɕ�ձа��Ё�́ݡ�ɔ�ѡ��ͅ��́�����ȁ���)����ȁѡ�����Ё������ �Ёѡ�Ё�́��Ք�����)���ѡ�����������������́����Սѕ���ɽ��ɱ�)=�ѕ��ѡ�Ё�́ѽ՝����ȁѡ��ͅ��́�����ȁѼ)����ٕ�����ѡ��ͅ��́���ͽ���̃�q���ݥ��