Sales Coaching
When we think of a “coach”, we often think of sports and imagine a guy with a whistle, clipboard, and a playbook. Coaching in a business context is aimed at maximizing the coach’s efforts to assess, develop, and support individuals so as to encourage behavior change. Coaching is a method of guiding another to “discover” and address his/her own ambivalence to behavior change that includes goal-setting, identification of obstacles and use of accountability and other support systems. A coach uses special techniques, personal experience, expertise, and encouragement to assist the coachee in bringing his/her behavior change about.
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According to Blessing White’s “Coaching Conundrum”*:
- Most managers love to coach, and most employees like to be coached.
BUT... Only 1 in 2 survey respondents in North America receive coaching. - Organizations, managers, and employees appear to believe in coaching’s contribution to their success.
BUT... Managers sheepishly admit they don’t spend enough time coaching. - The large majority of managers are expected to coach.
BUT... Only one-quarter have compensation tied to their coaching activities. - Managers who coach regularly describe tangible benefits (e.g., increased team productivity).
AND… Two-thirds of employees who receive coaching say it improved their satisfaction and performance.
BUT... Coaching is often described as an almost-altruistic behavior to support employee needs or a strategy for building a talent pipeline. It is seen as something to do in addition to managers’ daily work. - Managers worry about having all the answers.
BUT... Employees want to be stretched and want help sorting through problems. They don’t want advice. - Organizations and managers talk a lot about coaching skills and processes.
BUT... A trusting, supportive relationship appears to be the most important ingredient in effective coaching.
At Team @ Work, coaching is our focus. With over 45 years of combined experience in sales, leadership, training, management, and coaching, we can provide your organization with the tools needed to produce better coaches. As a manager, you are expected to coach your team. If you have never been coached you’ve missed a vital part of your development.
We are pleased to bring you and your team hands-on learning experiences and business solutions that will enhance your current coaching skills.