Coaching Salespeople into Sales Champions - Deepstash

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KEITH ROSEN

If you are looking to change the perception, mindset and actions of your salespeople, your mindset needs to be changed first.

KEITH ROSEN

17

162 reads

The Problem With Sales

The Problem With Sales

You may have experienced some sales teams struggling with sales while other teams grow. This isn't because something is wrong with their training. However, their coaching may have been less effective. Keith Rosen is a highly successful sales coach who have developed frameworks that are being used by companies around the world. Now he has a lot to share with you too so let's begin the deep dive into his advice.

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96 reads

You Need To Ask The Right Questions Rather Than Giving Answers

You Need To Ask The Right Questions Rather Than Giving Answers

Do you know that managers and coaches are not the same despite the contrary belief. While managers are focused on identifying and solving problems by guiding their teams, coaches are more focused towards nurturing their teams' mindsets and perception so they can solve the problems on their own.

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90 reads

A Coach For The Coach

A Coach For The Coach

While the coaches need to be experts in their domains as well as skillfully coaching their teams, they should also have access to coaches of their own so they can always recieve feedback and help keeping themselves accountable.

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78 reads

Managers Give Answers, Coaches Ask Questions

Managers Give Answers, Coaches Ask Questions

If you're a manager, chances are that you may be spoon feeding your team whenever they'd come with a problem to you. However, rather than giving answer, a coach will ask the right questions so the team can find the solutions by critically thinking about the questions and the link to the problem. This helps the team nurture rather than feel submissive to the orders.

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65 reads

Managers Live In The Future, Coaches Prefer The Present

Managers Live In The Future, Coaches Prefer The Present

While managers are more focused on the outcomes, deadlines and efficiencies, coaches fully focus on the present. They work with their teams towards improving the current processes so they can achieve triumphs which leads to the desired outcomes.

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60 reads

Want To Be An Effective Manager? Be Proactive

Want To Be An Effective Manager? Be Proactive

Traditional management styles often relyed on consistently pushing their teams through unhealthy competition, irrelevant rewards, micromanaging, coercion and other unhealthy ways. However, an effective managers works alongside his team and supports them in the face of success or adversity. This helps you build trust with your team. Managers who are more open with their teams get better understanding of their teams and can help them accomplish feats more efficiently.

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48 reads

KEITH ROSEN

The only way to build trust is to let go of your need to be invulnerable or perfect, that is, to actually allow yourself to be vulnerable.

KEITH ROSEN

16

54 reads

Ask Questions Rather Than Assuming

Ask Questions Rather Than Assuming

A proactive manager relies on asking questions rather than assuming what may be wrong with the team. By asking questions, focusing on the insividual answers and not assuming any implied meaning, you can earn that individual's trust and commitment.

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49 reads

Not Everyone Can Be Coached

Not Everyone Can Be Coached

While you may be doing your best to keep everyone trained, nurtured and progressive, there will be individuals who may not let you help them out of arrogance, toxicity, or even agression. Such individuals may not be coachable and you should end the prpfessional relationship with them if their negative traits are bringing the morale down and there is a lack of results.

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43 reads

Motivation Rather Than Consequences

Motivation Rather Than Consequences

Do you know the difference between postivie reinforcement and threats / fear tactics? While the former helps keep the morale high for a long time, the latter can actually destroy your reputation, morale of your team and eventually the sales goals.

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50 reads

Money Is Often Not The Only Motivator

Money Is Often Not The Only Motivator

Once an individual starts earning enough, monetary rewards may not be too useful to motivate them. Rather, they would want to be heard, to be listened to and to be appreciated as an individual rather than being some employee who can be coerced by offering more money.

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43 reads

Your Role As A Coach

Your Role As A Coach

In such cases, your role as the coach would be to understand the individual needs of your team. Maybe one wants a higher salary but the other member wants to achieve respect as the best salesman. Some salespeople would prefer training workshops rather than getting monetary bonuses. You should try to understand the gap and work with your team to help them achieve their desired outcomes so they can help you achieve yours.

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36 reads

TALHA MUMTAZ

And lastly, make sure you try to talk to your team as if you really mean it. It isn't bad to show some emotion. I remember reading somewhere that when Warren Buffet had to break some bad news to the shareholders, he started the meeting with "I'm going to talk to you what I told my family". This instantly built rapport due to the fact that someone would never lie to his own family and would truly care about their well-being.

TALHA MUMTAZ

16

41 reads

IDEAS CURATED BY

talhamumtaz

Full time reader (and part-time Growth Consultant) trying to make the sense of the world by learning from the experiences of intellectuals around me and before me.

CURATOR'S NOTE

Learn how to master your role as the best sales coach or manager and build a champion team that knows how to achieve results.

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