ASTD Denver

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FOUR REASONS SALES MANAGERS FAIL at COACHING AND WHAT YOU CAN DO ABOUT IT! Mark Wayland The Last 3 Feet

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Transcript of ASTD Denver

Page 1: ASTD Denver

FOUR REASONS SALES MANAGERS FAIL

at COACHING

AND WHAT YOU CAN DO ABOUT IT!

Mark Wayland

The Last 3 Feet

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Speaking Australian

• Good Morning ………. G’day

• You’re Welcome ……..No Worries

• Amazing ………………Crikey

• A …………….…………………B• G’day G’day• Thanks for coming along today …No worries• I’m looking for 2 or 3 Crikey moments … So am I• Yeah, no worries

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THE BIG PICTURE

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Context – Big Picture – 3 x What’s Led to the Situation

Concept – What’s the Idea? – 4 x Sales Managers Fail @ Coaching

Content – What You Can Do About It

Questions

Close

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Change in Sales Management

TIME

EF

FE

CT

IVE

NE

SS

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Why This? McKinsey:The #1 driver of sales team performance is the quality of their manager.Clever managers who coach well drive 19% more sales.

Daniel Goleman (writing in the HBR) says that of the six different leadership styles he’d identified coaching was the least used of all –

while pointing out that “although the coaching style may not scream ‘bottom-line results’, it delivers them.”

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Why Now: Survey by DDI: 1300 workers in US, UK, OZ, Canada, China, Germany, India, S.E. Asia

34% “only sometimes or never consider their leader effective”

37% “rarely or never motivated to give their best by their leader.”

60% “my boss damages my self-esteem”

50% actually want their boss’s job (why is there a lack of leaders?)

Survey by the Hogan company (UK) Respondents were most likely to describe their worst boss as:Arrogant : 52% Manipulative: 50%Emotionally Volatile: 49% Micromanaging: 48%Passive Aggressive: 44% Distrustful of Others: 42%

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Your Role………

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Weight Loss –

a Metaphor for Sales Management

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The reality is, according to the TV’s Biggest Loser’s Michelle Bridges,

“80% who go on a diet will lose less than 10% of their weight AND be back where they started OR heavier 5 years later.”

Actually that number is 95%, not 80%.

(*Sydney Morning Herald Pg9, Jan 9, 2012)

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Reuters Health Report (17th Jan 2012) said

“(US) government researchers found that in 2009 and 2010, about 1 in 3 adults and 1 in 6 kids and teens were obese.

The rates represent no change from 2007 and 2008 figures, and only a slight increase among specific demographics over rates from the late 1990s and early 2000s.”

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Why the Lack of Change?

Identification of Issue: We all understand the importance/ the need

Information: We have more than enough data

Programs for Change: How many diets/ exercise/ weight loss programs do you know of? coaching/ management/ leadership

Results: Dismal

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WE ACT FIRST

OFTEN IGNORING THE CAUSES - BiG PICTURE or CONTEXT

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Three Causes (Context):

1.“Management Thinking” Pedigree

2.The Role “Human-ness” versus Employee

3.Emphasis on Measurements for “Success”

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1. PEDIGREE

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THE INVENTION OF MANAGEMENT 1

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THE INVENTION OF MANAGEMENT 2

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THE INVENTION OF MANAGEMENT 3

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2. HUMAN-NESSHuman - Industry/ Company - Role

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Middle Layers: The Industry/ Company

Inner Layers: Human-ness

Outer Layers: The Role

HUMAN-NESS

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Human-ness Adventures in Paradox

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3. You Can’t Manage What You Can’t Measure

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Leading Indicators of Success

The Sales Process

Lagging Indicators of Success

Product versus Knowledge

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FOUR REASONS SALES MANAGERS FAIL @ COACHING

1.They See Coaching as a Fuzzy Priority

2.Coaching is Confused with Training

3.They Don’t Have the Time

4.Coaching Self-Doubt or Risk Aversion

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1. Coaching is A Fuzzy Priority

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THIS IS WHAT "BAD SPELLING" LOOKS LIKE

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THIS IS WHAT “POOR JUDGMENT" LOOKS LIKE

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THIS IS WHAT COACHING SHOULD LOOK LIKE

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Coaching is a part of your Management supervisory responsibilities –

to improve the performance of others.

Coaching? That’s just “soft management”, isn’t it?

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2. Coaching is Confused with Training (and other developmental roles)

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And with the Sports Coachthat they see in movies and on TV

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3. They Don’t Have the Time

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How to Be a Great Sales Coach 5 Minutes at a Time

[email protected]

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4. Coaching Self-Doubt OR Risk AversionTHE COACH’S NIGHTMARE

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Sales Rep

Doctor

Sales Rep

GP

Specialist

KOL

Nurse

Pharmacist

= 2

= 30

When in Doubt Do As I Would Have Done

Network

©The Last 3 Feet P/L

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`

Patients &Groups

GPs &Specialists

Media

Health Authority Politicians

& Payers

KOL’s &Medical Bodies

Nurses& HCPs

Drug Committees

GuidelinesProtocols

AdvocacyAwarenessPublic Opinion

Diagnostic Testing

ComplianceFunding

PrescriptionsFormularies

Pharma Company

Marketing

Finance

SR

Sales Rep Performance – What can possibly go wrong?

©The Last 3 Feet P/L

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If You Don’t Have ThisDon’t Bother

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Bring Back the Why = Understanding/ Uncovering 2 things

1.Their Need to BE THE SAME(join the Group/ Team/ Tribe)

2.Their Need to BE DIFFERENT(be Ranked in the Group)

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Coaching, in it’s simplest form, is a conversation

What people want?

notice me like me “touch” me do what I say miss me if I'm gone

Ask. Talk about their needs.What do they focus on…. talk and do.How do they respond/ behave in different situations

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Last Words:

You’re accepted as a MANAGER when the COMPANY says so

You’re accepted as a COACH when the TEAM says so

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Change is Subtle. Persist

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Thank You

But wait…….there’s more

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FOUR REASONSSALES MANAGERS FAIL

at COACHING

AND WHAT YOU CAN DO ABOUT IT!

Mark Wayland

[email protected] to Be a Great Sales Coach 5 Minutes at a Time

4 Reasons Sales Managers Fail at Coaching