Coaching for Sales Success
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By Tony Cole, CEO of Anthony Cole Training Group
We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy. The reason(s) being:
- They have their own set of beliefs about how things should or shouldn’t be done.
- They’ve had ‘some’ success doing things the way they do things.
- If they have a need for approval or believe that the best way to get their salespeople to perform is to get those salespeople to like them then they are not very likely to do things that might cause discomfort.
- In many cases they’ve never been taught how to teach or coach. They’ve been taught to be great bankers, insurance brokers or investment advisors.
- Their strengths lie in the administrative and operational duties of sales management rather in the development of people.
I was watching this Ted Talk that my friend Bill Eckstrom delivered at the University of Nevada. The title and subject of his talk was “Why Comfort Will Ruin Your Life”. I hadn’t thought about the connection of comfort and coaching until I watched the video just after delivering a full day workshop to a group of bank market and sales managers.
In the session, our topics were:
In our previous sessions, we covered:
- Accountability – Setting Standards and Performance Management
- Coaching for Success (Article)
We’re covering the same content for another bank’s investment advisory group and I’m observing the same reactions and results to what we are teaching/coaching in both groups. And as I think about all of the other companies we’ve worked with over 25 years the reactions and the results are the same.
- The group normally gets very uncomfortable about how and what we are teaching and coaching.
- They get better at what they are doing and as a by product their teams perform better.
I can say without reservation that there is a connection between discomfort and growth. If your organization is in the need of sales growth, or there is a sales growth opportunity that you have to take advantage of or leverage, then those two outcomes won’t happen unless you cause some level of discomfort.
As the Canadian Olympic coach, Peter Jensen suggests, the levels of discomfort, or the passion to pursue the opportunity, have to be extreme. If not, you remain, your people remain in the comfort zone and remaining in the comfort zone means that change/growth will not happen.