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Sales Manager Training: Rule #1 Self Awareness

Written by: Steven Rosen

Article Overview: I have decided to write a series of Blogs on a sales manager named Joe. Joe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe’s in all companies. Joe is just a shade away from being a great manager. But until he truly understands the fundamentals of changing behavior he will be an average Joe at best. Joe is one of the members of a group learning session that I give to sales managers who have taken my course. As part of the coaching process I ask for feedback from managers. I question how well they apply the concepts that they had learned and if they are seeing the benefits of the training

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Sales Manager Training: Rule #1 Self Awareness

I have decided to write a series of Blogs on a sales manager named Joe. Joe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies. Joe is just a shade away from being a great manager. But until he truly understands the fundamentals of changing behavior he will be an average Joe at best. Joe is one of the members of a group learning session that I give to sales managers who have taken my course.

As part of the coaching process I ask for feedback from managers. I question how well they apply the concepts that they had learned and if they are seeing the benefits of the training.

Based on their feedback I was feeling really good. I gave myself a high five and a couple pats on the back. Way to go dude you are really making impact with these guys!

We were working through real life examples when... Joe gave a recount of one of his successful coaching sessions.

It went something like this: "In my last field visit with one of my reps, I gave her feedback on her closing skills. I then began to give her a couple things she should work on and noted it on her field visit report".

Ok so far so good. There is verbal and written feedback...

The group thought that Joe did all the right things, he observed, asked questions and gave written and verbal feedback to close off the day with his rep. As I reflected on Joe's example, I thought to myself... what is the likelihood that the next time Joe works with this rep that she would have taken this coaching session to heart and diligently worked on her closing skills?

Based on my son's grade four understanding of probability...he would say to me, "highly unlikely dad".

The reason why I say that is that Joe needs to make a fundamental mindset shift in his coaching to become a great coach. That mindset shift relates to the fundamental rule below:

Rule #1: Unless there is self awareness and recognition that there is a need to change... the likelihood of change is remote.

Dear Joe,

I think you did a wonderful job on your last field visit. However, your rep did not have the guts to tell you that she didn't buy in to what you were saying. You would have been much more impactful if you asked her to determine what area she needed to work on and let her tell you what she intends to do between now and your next field visit.

Don't expect to see any improvement in her closing skills on your next field visit.

Your coach,

Steven



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Home > Sales > Steven Rosen > Sales Manager Training Rule 1 Self Awareness
Article Tags: average joe, blogs, changing behavior, coach, dad, district sales manager, fundamental rule, heart, likelihood, mindset, pats, probability, sales managers, sessions, successful coaching, time joe, written feedback

About the Author: Steven Rosen
RSS for Steven's articles - Visit Steven's website

Steven Rosen, MBA is the founder of STAR Results. STAR Results is a sales management training and coaching organization dedicated to developing great sales managers. Steven's works with sales executives to; hire top performing sales reps, develop a team of top sales managers and achieve greater personal and professional success.Steven's mission is to inspire sales leaders, managers and sales people to achieve their full potential. When you hire Steven, you get Steven. He personally works with a select group of clients and their management teams. He thrives on working directly with his clients and helping them to achieve greater personal and professional success. Steven knows sales -- inside and out. He's been in the trenches and commanded the troops. Steven builds high performance teams, mentoring senior sales executives and front line sales managers to grow their businesses to new heights. Steven has over 15 years of executive experience.

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