April 25th, 2017

Excellence in Developmental Sales Coaching: Core Beliefs

Excellence in sales coaching

Making the transition to more effective coaching typically involves changing the conversation.  It’s not about having more conversations.  It’s about changing the dynamics of the conversation from telling and directing to collaborative problem solving, where you help team members self-assess and self-discover ways to leverage strengths and improve performance.

Let’s begin with the core tenets that underpin Richardson’s sales coaching methodology:

  • Salespeople should be involved and responsible for their own performance and development.
  • Every person has blind spots that cannot be seen clearly or completely. To see a full, sharp picture, everyone needs an outside perspective.
  • A successful coaching interaction opens perspective for both the salesperson and the sales manager.
  • The sales manager’s role as coach is to be a thought partner and resource — to ask questions, listen, and learn — and to offer perspective with the goal of helping the team member gain insight and inspiration to grow and strengthen performance.
  • Trust is essential. While the focus of the conversation is on the business issues, the essence of a coaching interaction can be deeply personal and emotional.  The salesperson must trust that the sales manager’s intent is to help and support, not criticize, judge, or control.
  • A key opportunity for performance improvement lies in turning routine management inspections into coachable moments. Coachable moments exist everywhere in our daily interactions and routines.  Taking advantage of planned and unplanned coachable moments is the cornerstone of a manager’s success in creating an engaged team that meets and exceeds goals.
  • Learning is accelerated by continuously focusing on incremental growth. Focusing on one thing at a time allows coaching to happen in targeted, quick, efficient bursts.

Understanding and embracing these beliefs is the first step towards changing the conversation and becoming an excellent sales coach.

For more information on Richardson’s Developmental Sales Coaching Program, contact us at info@richardson.com or 215.940.9255.
Sales Coaching is Counter-Intuitive

About The Author: Andrea R. Grodnitzky

As Richardson’s Chief Marketing Officer Andrea is responsible for leading Richardson’s marketing team in increasing brand awareness and relevance. She prioritizes understanding the buyer journey to ensure the company adds value to customers at each step along the way.As an executive sponsor, Andrea also frequently consults with clients on global, long-term solutions for multi-tiered audience levels. Because of this extensive, client-facing work, Andrea is one of Richardson’s key thought leaders in the area of sales performance improvement. Andrea frequently publishes white papers, blogs, and videos on various sales-related topics and speaks at client and industry events.

Andrea R. Grodnitzky

One Response to “Excellence in Developmental Sales Coaching: Core Beliefs”

  1. May 08, 2017 at 3:14 pm, paul.bixler@hollister.com said:

    Great advice. Examples are always helpful. Thank You.

    [REPLY]

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