Coaching Action Plan for Sales Managers

Guest post by: Colly Graham
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Asking the Right Questions - By Colly Graham

• Have your people set specific goals and connect with them regularly to maintain accountability.

• Evaluate where people are at from a personal, and/or competency basis to assist you in developing them to their full potential.

• Always leave people with action steps, goals and deliverables.

• Use a template or formal tool for inputting, tracking progress, and generating feedback on the coaching progress.

• Have a process of profiling and targeting those people who are ready to be coached now, invest coaching time with these people.

• Provide quick focus sessions to problem solve and trouble shoot between regular coaching sessions.

• Listen to truly understand others unique point of view.
Are you an effective listener?

• Facilitate the process of problem solving with your people in coaching sessions instead of just giving them the answer.

• Gain rapport and credibility with a wide variety of people that you coach.

• Keep the conversation focused and on track.

• Ask probing questions that get people communicating and sharing truth, challenges and fears that may be inhibiting them from succeeding.

• Use and fully understand the applications of assessment tools and processes as a coach.

• Ensure People finish a coaching session with re-energized, focused and committed consistently

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Free PDF Download
Asking the Right Questions - By Colly Graham

About the Author: Colly Graham

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Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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Coaching Action Plan for Sales Managers

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