What if there were a button you could press that would increase your team’s results by five, ten, or even twenty percent? If that button existed, you would push it, right? While it may not be as simple or quick as pushing a button, there is one skill that you can improve upon to drive dramatic results for your team.
What is it?
Simple….it’s your coaching skills. A sales manager has to wear a lot of different hats. You’re a recruiter. A supervisor. A counselor, a partner, and sometimes you might even feel like a babysitter. More than anything, though, you’re a coach.
You’re no different from Steve Kerr or Bill Belichick or Coach K or any of the other great coaches in major sports. Okay, well, there may be a few differences between you and those coaches. The basic goal is the same, though. You’re trying to lead a group of men and women to reach their full potential.
Doing that isn’t easy. That’s especially true when you may not have any previous coaching experience. In my 30-plus years of coaching salespeople and sales organizations, I’ve found that too many sales managers make the direct jump from star salesperson to manager. While they’re prepared for many of the job’s responsibilities, they’re not prepared to coach underperforming sales reps.
To go back to the sports analogy, think of star athletes who become coaches. Magic Johnson, Wayne Gretzky, and Mike Singletary come to mind. Top-performing athletes, but mediocre coaches.
Why? Coaching is a different skill set. When you’re used to training yourself to succeed on a high level, it’s hard to recognize why average or mediocre performers can’t do the same.
That’s why I recently released my new coaching guide. It’s called Coach Them Up: 5 Tips to Get Better Results from Your Underperforming Salespeople. In it, I go through the five biggest changes you can make today to become a more effective coach and get better results from your team. You’ll learn:
- The #1 thing you can do to make your words and advice resonate with your team.
- 7 powerful and insightful questions to ask in your next round of reviews.
- An easy trick to turn your team members into an independent group of self-starters.
- 3 tips to leverage your team’s strengths and get better results.
- How to use rewards that really motivate, inspire, and drive performance.
It’s a free download from my site, so I encourage you to check it out.
And, as always, I welcome the opportunity to speak with you one-on-one. If you feel like your coaching methods or your message isn’t getting through to your team, let’s schedule a time to discuss it. We can identify your challenges and develop a plan to overcome them.
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