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Coaching for Sales Success

Written by: Colly Graham

Article Overview: The Coaching Model is based on several important principles: To improve performance To help sales people gain the ability to self-assess

Coaching for Sales Success

The Coaching Model is based on several important principles:

1. There are two primary goals to coaching:

(a) To improve performance

(b) To help sales people gain the ability to self-assess

2. It is important that the coaching sessions follow a predictable process.

3. Coaching is a planned development process and should not be a surprise.

4. The way you open the conversation sets the tone for what will follow.

5. After we open the conversation using our initial probe, we discuss positives first and areas for improvement last. Beginning with positives first is motivational and accomplishes the following: The goal is to have employees increase their performance. If they are not in a positive frame of mind, they will not be open to this change. Reinforce good behavior and ease into the coaching session and build self-esteem

6. Ending the coaching session with a discussion of areas for development ensures that they are focusing on those areas.

7. Always give the person being coached a chance to self-assess before you offer your insights.

Encouraging self-assessment is positive for several reasons:
It encourages improvement even when you are not coaching.
It allows you to determine why the employee may not be performing as desired; they may not know that they’re doing something incorrectly.
It builds self-esteem.
It increases the chances that behavior will change.

8. Reinforce correct self-assessment.

9. Defer or redirect inappropriate or incorrect self-assessment.

10. We focus coaching on only two strengths and two areas for development

11. If an employee is not identifying areas that you identified (or has identified them incorrectly), use increasingly specific questions to allow the employee to self-assess if possible. This allows you to determine if the employee doesn’t know what’s expected, doesn’t have the skill, or simply chooses not to demonstrate the skill.

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Article Tags: frame of mind, good behavior, initial probe, insights, self assessment, self esteem, sessions, surprise, two areas



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