Skip to main content

Excellence in Developmental Sales Coaching: Core Beliefs

sales coaching

agrodnitzky

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 criticise, 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 Programme Brochure

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

Download

Resources You Might Be Interested In

Cargo train rolls through the desert symbolizing how sales enablement speeds up productivity

Article: How to Make Sales Enablement a Force Multiplier of Productivity

In our article, "How to Make Sales Enablement a Force Multiplier of Productivity," we explain three ways to drive productivity with better sales enablement.

Brief

Mars rover on planet symbolizing the complexity of sales accounts

Article: A Better Way to Sell to Complex Accounts

In our article, "A Better Way to Sell to Complex Accounts," we teach sellers how to gauge a pursuit's status and gain a high level of trust.

Brief, Article

Two people shake hands at the end of a successful negotiation between a seller and buyer.

Article: Debunking Three Myths About Negotiating

In our article, "Debunking Three Myths About Negotiating," we teach sellers how to stay in control of negotiations in a complex setting.

Brief, Article

Solutions You Might Be Interested In