Coaching Attitude

For sales managers, everywhere
As sales managers, all you can really coach is performance – which means actions. Actions past, present and future.

Action
Actions are the only thing that produce results. You can’t coach numbers, results, statistics…you can only use those to coach and support actions taken or not taken. And you surely can’t coach attitude…because when you do, you usually get MORE of it.
What you CAN coach that addresses attitude, however, are the actions associated with it.
Take a look – when you coach, WHAT are you coaching? Is it really a training issue (they don’t know HOW to do something) or a coaching issue (they are attempting the action and doing it poorly or inconsistently)? Are they really ‘lazy’ or do they not have a clear idea of the up system or are they not structured to manage actions in time?
Check in and if you need some assistance with this, give me a call.
Now, go help your team to sell something.
oxo,
Jody
Jody Smiling Photo copy
Advertisements

“What’s the Next Step?”

“What’s the Next Step?”

For sales managers, everywhere
 
As I have said previously, I get most of my blog material from coaching calls and training meetings. The things that come up during those precious times together are rich in material.
On a call last week with the Michael Alan Furniture and Design team in Lake Havasu City, AZ, their sales manager Dave shared what he does with any and every
Next-Steps-2018_0salesperson/designer after a customer interaction completes. He simply asks
“What’s the next step?” and from there
discovers that something either happened or didn’t…which leads to further questions. Brilliant.
So tell me, what are you asking your sales team after an interaction with a prospect/customer? If you aren’t consciously and consistently doing that, begin to make it a habit. You will see results immediately.
Now, go help your team to sell something.
oxo,
Jody
Jody Smiling Photo copy

Problem to be Solved…or…. Vision to be Realized

For sales professionals, everywhere   I see my role as making it easy for YOU to sell so that it is easier for the customer to buy from you. Sounds good, right? So much of the salesperson’s effectiveness is based … Continue reading