Category Archives: sales coaching process

February 16th, 2015

Three Missteps in Sales Coaching

 

Three Missteps in Sales Coaching

A sales manager’s most important job is coaching. An effective sales coach can accelerate learning, change behavior, and boost the performance of both individuals and the entire sales team.

The sales coaching process we use at Richardson is both simple and effective. When followed, the results are clear. The problem is, sales coaching only works if managers do it properly.

These are three common missteps we see in sales coaching:

Telling vs. asking

The key to effective sales coaching can be captured in three words: they talk first.

Our coaching model is all about asking specific, neutral, open-ended questions — and then, drilling down further with more questions.

Coaching by asking allows coaches to learn about their sales teams and the situations that they face. It builds commitment and buy-in and helps sales professionals take responsibility for their own learning.

There are times when coaching by telling is appropriate, such as an urgent situation in which there is no time to do anything but quickly tell and when moving toward disciplinary action. But, this is always the exception, never the rule.

Directing vs. collaborating

If coaches remember to ask instead of tell, they often do not ask enough questions. They might start with, “What are your thoughts?” or, “How do you feel the call went?” but tend to slowly put on their manager hats and start formulating solutions and giving their opinions. In » Continue Reading.

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December 16th, 2013

Video Blog – Sales Coaching: Why do Companies Continue to “Not Coach”?

In today’s video blog, Richardson’s Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses what is preventing organizations from fully adopting coaching as a universal skill.

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