1

The Art of Coaching

2

Today’s Lesson

Why Understanding coaching approaches to drive performance

What

You 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

3

Coaching Definitions

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

-Bill McCartney

4

Qualities of an Effective Coach

• A role model• An encourager• An effective

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

5

Coaching Attitude

5

“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

6

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

7

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

ale

s G

oal A

ch

ievem

en

t

Hours Of Coaching Per Rep

8

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?

9

Coaching and Feedback

“Feedback is the breakfast of champions”

-Ken Blanchard

10

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?”

11

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

11

ExpertCoaching

Watered DownCoaching

DevelopmentalCoaching

12

What Did You Learn?

Why Understanding coaching approaches to drive performance

What

You 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

13

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