Skip to main content

Excellence in Developmental Sales Coaching: Core Beliefs

sales coaching

agrodnitzkyApril 25, 2017Blog

Share on LinkedInShare on TwitterShare on Facebook

Making the transition to more effective coaching typically involves changing the conversation.  It’s not about having more conversations.  It’s about changing the dynamics of the conversation from telling and directing to collaborative problem solving, where you help team members self-assess and self-discover ways to leverage strengths and improve performance.

Let’s begin with the core tenets that underpin Richardson Sales Performance’s sales coaching methodology:

  • Salespeople should be involved and responsible for their own performance and development.
  • Every person has blind spots that cannot be seen clearly or completely. To see a full, sharp picture, everyone needs an outside perspective.
  • A successful coaching interaction opens perspective for both the salesperson and the sales manager.
  • The sales manager’s role as coach is to be a thought partner and resource — to ask questions, listen, and learn — and to offer perspective with the goal of helping the team member gain insight and inspiration to grow and strengthen performance.
  • Trust is essential. While the focus of the conversation is on the business issues, the essence of a coaching interaction can be deeply personal and emotional.  The salesperson must trust that the sales manager’s intent is to help and support, not criticize, judge, or control.
  • A key opportunity for performance improvement lies in turning routine management inspections into coachable moments. Coachable moments exist everywhere in our daily interactions and routines.  Taking advantage of planned and unplanned coachable moments is the cornerstone of a manager’s success in creating an engaged team that meets and exceeds goals.
  • Learning is accelerated by continuously focusing on incremental growth. Focusing on one thing at a time allows coaching to happen in targeted, quick, efficient bursts.
Understanding and embracing these beliefs is the first step towards changing the conversation and becoming an excellent sales coach.
Share on LinkedInShare on TwitterShare on Facebook
agile sales coaching training program

Sprint Sales Coaching Training Program Brochure

Learn how we can train your team to coach with agility.

Download

Resources You Might Be Interested In

group of stunt planes flying through the sky as a metaphor for a strong sales team being led by a strong sales leader who has built the right skills and processes to drive success.

White Paper: The Agile Sales Leader Playbook

Learn about the capabilities sales managers and sales leaders need to develop to be agile and competitive in today's selling environment.

White Paper

diverse group of young professionals sitting in front of a bold orange wall, looking at the camera representing the diverse, inclusionary, equitable workforce of today.

White Paper: How DE&I Principles are Becoming Part of Selling

Explore the importance of incorporating DE&I principles into your selling practices.

White Paper

a pie chart indicating that more charts are included in the resource

Brief: The State of Selling in Six Charts

Learn how the customer’s decision-making is changing, what makes the modern sales team effective in today’s setting, how negotiations are changing, and the key focus areas for the buying team

Brief

Solutions You Might Be Interested In