A Leader's Role In Sales Coaching: 5 Simple Questions
Posted by Bridget Gleason on Thu, Jul 08, 2010 @ 09:28 AM
by Lois Wong
A Leader's Role in Sales Coaching
Do you manage sales people? Are you in the position of leadership and your sales team comes to you for coaching? Thomas Kayser, author of Mining Group Gold, has some advice for you.
Personalize your coaching
Ask everyone who reports to you what they need from you in order to do their jobs better. They will define what successful coaching is--not you. Sit down with each sales executive, one-on-one and run through five simple questions:
- What am I doing well that is helping you to be successful?
- What am I doing that you wish I were doing differently because it is hindering your effectiveness?
- Do you have the information you need to do your job?
- Are you satisfied with the degree of influence you have in decisions that affect your work?
- Am I available when needed to coach and counsel you regarding on-going or new projects/assignments?
This takes the responsibility for defining coaching success out of your hands and puts it where it belongs--with your sales people.
Effective coaching develops over time
Sales coaching is not a one-shot deal. It involves routinely sitting down with each sales person, perhaps 45 minutes per month, and reviewing the five questions.
Why coach if you do not passionately desire to become a better leader with each and every sales person under your wing? With proper coaching your team will thrive.