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
