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Monday, 31 October 2011

The true secrets of Sales Coaching for Success

 

Traditionally Pre-call Questions:

"What are your goals for the call,"
"Do you have stretch goals,"
"What is the worst thing that might happen in the call, how do you plan to handle it?"
"What's the value the customer will get from this call?"

 

After the call, your Sales Manager might ask:


"Did you accomplish all your objectives,"
"Is there anything more that you might have accomplished,"
"Is there anything you would do differently?"

call-to-action EUN figure

Many of us were coached this way, therefore some of us Coach others this way too. There is not a lot of empirical evidence to support any style of Sales Coaching. So, we have no rules, no right way or wrong way, just the ways we know of, or the ways we experienced as Salespeople.

 

Let me ask you a question:

Would you use the same methods to Coach Children to read and write,
  
as your School Teacher used to Coach you?”

 

I have been blest by having been coached in Golf by three of Golf’s Top Coaches,
David Leadbetter, Butch Harman and Dave Pelz.
Each Coach in their own way is unique and very special.

Dave Pelz

is Golf’s “Scientist” he has produced more empirical evidence on the behaviour of the Golf Ball on the Putting Surface and in the air than anybody! His expertise in the short game is encyclopaedic. He “Demonstrates”, using a perfect Putting Machine called “Perfy” which can repeat the same perfect putt as often as you like!

Butch Harman

is, along with Tom Watson, just one of Golf’s Gentlemen, great company and you could listen to their discourse on the Great Game forever. Butch’s approach is “feel “and “shot making”, you will use clubs in new ways and play great shots as never before. His success in Golf Coaching is unsurpassed.

David Leadbetter

is a golfing phenomenon, he is sometimes called “The Swing Mechanic”, but if that makes you think of the guy who services your car, DON’T. Think of the “mechanic” who tunes the Ferraris to racing perfection before a F1 Gran Prix.
The DL Golf Academy’s proud boast is that they can help ANYONE to play better golf.

Three completely different approaches, three different styles YET they all coach the SAME WAY.

The True Secrets of Coaching are:

Analyse, Demonstrate, Prompt, Release, Four Stages,
repeated over and over until the Golfer Learns and Improves.

Analyse:

They ask you to show them how you currently play the shot,
you show them maybe three of four times.
They see your “problem”.

golf_instruction2

 

They “Demonstrate” the right way, to play the shot.
Then YOU attempt to make changes while they give you “Prompts”,
little changes to increase the chances of a good shot.

Then when you have reached a reasonable level,
they “Release” you to practice on the range or apply it on the course.

Before you leave they set expectations of “good performance”
so that you can analyse for yourself in the future.

 

 

 

Is there empirical evidence that this works, you bet!

I unhesitatingly recommend all three Golf Coaches.

For about fifteen years now I have used the same Analyse, Demonstrate, Prompt, and then Release approach to both Sales Skills Coaching and to Sales Strategy Coaching, with empirical success.

What Golf Coaches don’t do is:

Pre-Shot Questions:
"What are your goals for this golf shot,"
"Do you have stretch goals, for the shot"
"What is the worst thing that might happen in the shot, how do you plan to handle it?"
"What's the value your game will get from this shot?"

Nor do they ask you post shot:
”Did you accomplish all your objectives,"
"Is there anything more that you might have accomplished,"
"Is there anything you would do differently?"

They already knew the answers to all these questions,
and they want to change your behaviour using a simple process Analyse, Demonstrate, Prompt and then Release.

Sales Coaching for Skills are best done with a Customer Visit, and then three more visits.
More on:

http://brianmaciver.blogspot.com/2010/09/sales-coaching-do-it-right.html

Coaching for Sales Strategy is best done in the office, or on SKYPE, NOT the Customer’s Office

http://brianmaciver.blogspot.com/2010/08/sales-strategic-success.html

Coaching 2

Is there empirical evidence that this works,  you bet!

 

Being a Sales Coach is great fun,

it’s really rewarding and it brings great results.

     

But, Coaching demands we learn
how to Coach effectively,

and that WE should be “coached” in Coaching.

But, like Golf, Coaching, after you learn how ‘to play well’ it’s a lifelong friend.

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