RSSSales Coaching: Choosing the right coach. Targeting the right outcome.
Jul 18, 2007 Decisioning & Change Management
I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:
- Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know and has no authority over?
- Great! That means the manager isn’t biased around the route to success so long as the salesperson is successful;
- The manager is replacing or blending group sales training with individual skills enhancement to give each seller the ability to discover their own favored model for learning and success;
- The manager should be a co-sponsor, and fund the endeavor as soon as the seller starts to bring in addition revenue and enhanced results;
- The manager should be part of the final session to ensure s/he can follow up and continue the work of the coach, and understand how best to supervise the coachee to ensure the learning gets carried forward.
Tags: change, coaching, consultant, Facilitative Questions
Unfair Practices/ATT
Jul 13, 2007 Random Thoughts
Just got off the phone with AT&T after calling to change my address. As soon as the rep had me on the phone, she began reading a doc I had to agree to: in order for her to help me, I’d have to agree to hear about new AT&T products.
Coaching
Jul 10, 2007 Sales Related
Apparently coaching – which we used to call consulting – is now the new new thing. What’s amazing to me is how few people either get properly trained, or – if trained – really know what they are doing. How does a client choose one coach over another? How does s/he know when a coach is ‘good’ or ‘bad’? What does success or failure look like – and do those concepts get confusing?
If I need to do something I don’t want to do, and a coach gets me to do it somehow, and I’m not comfortable but do it anyway, was that a success? or a failure? And how do I explain to my psyche why I’m doing something I hate?
