Great Sales Coaching Thoughts

Exposure to ideas is a major benefit we get from our work around the country. It is fascinating to hear ways people look at everyday life. Our passion is sales productivity. We are always determining how what we hear applies to producing sales results. Here are a few of our favorites and how we believe they fit to the challenges of sales management.

Confidence is a skill. It can be learned and practiced.

Creating successful experiences is the key. This does not mean setting expectations low so people can be assured of experiencing success. It means breaking down complex endeavors into fundamental milestones and when they are achieved, celebrating them. It is making sure people continuously do the vital activities that drive success. It means being there to acknowledge success ASAP to ensure one believes that the next step is possible. Confidence helps people do things even when there is fear. Great coaching develops task-confidence and self-confidence. Confidence is learned and a coach's job is to set up the environment to make it happen.

Say and do what you mean - but never be mean.

Great sales managers always do as they say. They understand the power of positive modeling and alignment. They follow through on what they say. They demand performance through focus and commitment. Their consistency and persistence sends the message that this is critical. One does not have to be belligerent, condescending, or resort to ridicule to emphasize. People follow believers. Believers demonstrate commitment by acting on every opportunity. When salespeople see their leader making the effort over and over, they soon make the same effort.

Coaches help people get to places they could not reach on their own. They help salespeople find the resources within themselves to make the journey.

Great sales managers know their people. They learn the dreams and wants of their people. They link job tasks and objectives to what each salesperson loves and strives to accomplish. Coaches are sources of reflection and introspection. Through questioning, listening and suggesting they help salespeople discover the essential beliefs and know how. Coaches help people find their source of commitment. Coaches know that dreams and wants without commitment is fantasy. They know the evidence of commitment is action - and action comes from within.

You get from people what you expect.

Sales managers set success horizons. Sales management also imposes limits. Most employees go to work planning to meet established work expectations. People who have the required job competence and receive the right management support will meet work expectations. It is sales management's job to set expectations and stretch performance. Great sales managers don't underestimate what salespeople can accomplish. They don't let their beliefs become the limiting factor to sales performance. Effective sales managers always set "high impact" expectations and guide their people to achieving them.

Eagles soar.

Does anybody really know how high eagles can soar? Eagles are born to soar. Does anybody know the ceiling of great sales performance? Star sales performers are made to shatter sales objectives. They want more and have no fear of producing more. Sales managers must spend time helping them soar. They have earned every ounce of coaching effort to help them reach their dreams. It is fine to help all salespeople find ways to improve, but never do it at the expense of those who dare to be stars.

Reflect on these sales management success gems. They provoke thought. Hopefully, they compel action. Act on them and you'll discover - results.