Post on 22-Feb-2017
© SalesITV - All Rights Reserved.
1. Team vs. Individual
2. Poor Timing
3. Coaching Lagging vs. Leading Indicators
FAILURE #1
Coaching the Wrong Goals
© SalesITV - All Rights Reserved.
1. Goals Beyond Numbers
2. Commit Only to What You can Coach
3. Make it Easy to Jointly Agree on Goals
Actively GuideGoal Selection
© SalesITV - All Rights Reserved.
1. Failing to Crack the Surface
2. Failing to Define Skill-Level
3. Avoiding the Emotional and Beliefs-Based Conversations
FAILURE #2
NarrowlyDefiningReality
© SalesITV - All Rights Reserved.
1. Understanding the Beliefs Behind the Current Results
2. Accepting the Reality that Most Salespeople Don’t Have the Skills Required to Achieve the Goal
3. Understanding the Expectations Before Demanding Action
4. Understanding and Managing How they Feel About the Change
Coach RealityBeyond Numbers
© SalesITV - All Rights Reserved.
1. Lacking a Structure for Sales Success
2. Accepting the Usual Options
3. Failure to Provide “How-To” Options
FAILURE #3
Failing toProvideOptions
© SalesITV - All Rights Reserved.
1. Providing a Clear Structure for Success in Relation to the Goal
2. Ensuring the Options Selected Set the Salesperson up for Success
3. Provide “How-To” Options
Offer Credible and Proven Options
© SalesITV - All Rights Reserved.
1. “You” Focused Action Plans
2. Assuming Confidence and Competence
3. Lack of Role Modelling and Observation
FAILURE #4
A Flawed WayForward
© SalesITV - All Rights Reserved.
1. “Me and You” Focused Action Plans
2. Make the First Step Role Modelling and Salesperson Observation of You
3. Including an Ongoing Assessment of Confidence
Plan an Observable Way Forward
© SalesITV - All Rights Reserved.
FREE RESOURCE
| Coaching Performance and Confidence
© SalesITV - All Rights Reserved.
Call us on + 61 2 8306 7770Or email sales@salesitv.com