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The Art of Coaching

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Today’s Lesson

Why Understanding coaching approaches to drive performance

WhatYou Will Learn: The impact of Coaching Qualities, Mind set & Skill set of Coaches Difference between Coaching and Feedback

HowMeasure yourself against the definition of a coach

Practice effective coaching techniques

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Coaching Definitions

“All Coaching is about taking someone where they can’t take themselves”

-Bill McCartney

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Qualities of an Effective Coach

• A role model• An encourager• An effective

communicator• Trustworthy• Knowledgeable• Facilitator• Patient• Experienced• A chameleon

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Coaching Attitude

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“When you punish your people for making a mistake or falling short of a goal, you create an environment of extreme caution, even fearfulness. In sports it's similar to playing "not to lose" - a formula that often brings on defeat.”

John Wooden

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The Coaching Mind Set & Skill Set

Vision Positive / Constructive Respectful Honest Future-oriented Empathetic Enjoys development

Mind Set Skill Set Observing & Assessing Listening Questioning Explaining / Teaching Demonstrating / Role

Modeling Giving Feedback Planning

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Why Coaching is Important

Sales leaders who provide more hours of coaching each month to each rep will see improved sales results

<2 Hrs / Month 2-3 Hrs. / Month 3+ Hrs. / Month

90%92%

107%

Data provided by Sales Executive Council

100% Sales Goal

% S

ales

Goa

l Ach

ieve

men

t

Hours Of Coaching Per Rep

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The Good News

100%

22% 22%

88%

Day 1 Day 30 Training Alone

Training & Coaching

Retention of Sales Training Without Systematic Coaching

Productivity Impact of Training Combined with Coaching

Training combined with coaching gives you 4X the results….

Any questions?

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Coaching and Feedback

“Feedback is the breakfast of champions”

-Ken Blanchard

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Coaching & Feedback Definitions

Defines Expectations Pre Sales Call Clearly describing performance

expectations Helping Reps answer these:

“What is expected of me and why?”

“How will I be measured?”

Coaching Feedback Reinforces / Redirects Specific

Behaviors and Actions Post Sales Call Observing behaviors/actions Helping Reps answer these:

“How will I know if I am performing well or poorly?”

“How will you help me improve?”

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Coaching Manners – Which One is Best?

Says:• I’m the expert.• I’ll tell you what’s

wrong.• I’ll tell you how

to fix it.Actions:• Confrontational• Creates

defensiveness

Says: Try this if you

don’t mind.Actions: Vague feedback No clear

expectation Backpedaling No commitment

Says: I’m the coach /

resource.Actions: Asking vs.

telling Buy-in and

commitment Skill

development Constructive

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ExpertCoaching

Watered DownCoaching

DevelopmentalCoaching

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What Did You Learn?

Why Understanding coaching approaches to drive performance

WhatYou Learned: The impact of Coaching Qualities, Mind set & Skill set of Coaches Difference between Coaching and Feedback

HowMeasure yourself against the definition of a coach

Practice effective coaching techniques

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Additional Resources

Mastery

– George Leonard

Coaching for Performance

– John Whitmore

Creating Superior Sales Managers with Coaching

– Eyes on Sales

Unlock Employee Potential with Coaching

– Kim Freedman

Reading Material Online Resources

www.salesbenchmarkindex.com

http://www.salesbenchmarkindex.com/?Tag=Sales+Management