coaching sales people

Coaching isn’t the same as offering the solution

After a few weeks in his new role as Sales Manager, Eric has a number of Coaching sessions

After a few weeks in his new role as Sales Manager, Eric has a number Coaching sessions scheduled. He already benefited greatly from the coaching he received earlier in his career. In fact, the reason for him being promoted so soon by his new employer is precisely because of the excellent coaching  which helped him develop his skills so quickly in a previous job. He has very high expectations for the one-to-one session with his manager, and is therefore preparing for it very carefully.

He explains his objectives and challenges in his first Wednesday afternoon session. His manager appears to show commitment, listening attentively and asking a couple of guiding, closed questions. When Eric then explains a difficult situation that developed within the team, his manager starts to offer some coaching advice: “You’re going to have to tackle it like this: …

This sets of alarm bells for Eric: that’s not coaching!

What is coaching?

Many managers are still convinced that coaching is the same thing as listening, asking a few questions, and then providing unilateral advice. But that’s not coaching …

So what is coaching?

Coaching enables your team to create new possibilities themselves.
And the person being coached is always the focus here.

The coach’s mindset

As a coach, you enable your team to come up with their own creative solutions by approaching the discussion with the following attitude:

  • Asking meaningful questions
  • Active listening
  • Offering constructive ‘feed-forward’

Read more about the COACHING SALES PEOPLE open training, see if the next session fits into your schedule, and book your seat straight away:

COACHING SALES PEOPLE open training

Click here if you are looking to set up a Sales Academy in your company

 

About Pascal Persyn

Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. His pet projects are about helping companies overcome challenges due to the empowered customer and thus evolving into buyer-aligned organisations. His executive experience in private, VC-backed and public companies enables doing the right thing at the right time with the right people. Don’t hesitate to contact Pascal for expert advice: pascal@perpetos.com