Not too much left you can do to impact the results of 2013—it has come and gone. You should now be looking at what you can do to impact 2014, and I don’t mean just reviewing new products, markets, etc. You should be thinking hard about the impact you are having on the lives of those on your team. Here are some sales coaching questions to consider for 2014:
- Are your skills and knowledge of how to drive sales team performance still relevant?
- Do you act like more of a compliance officer or an effective coach?
- Have you ever objectively measured your coaching effectiveness?
- If you are a head of sales, do you know where your managers were last week, month, quarter?
- Do you know what activities they were executing against?
- Do you know what activities they should be executing to drive the most sales?
- Is your team culture one that promotes peak performance or hinders peak performance?
- Would those who report to you consider you one of the most impactful people in their life?
- How much would sales results fall if you were not on the team?
- What are your plans to become a better coach and leader for 2014?
- What are your plans to help those on your team elevate their skills and talents?
If you don’t know the answers to the above-find them. If you don’t know how to impact the outcomes-search for ways. There is not a response to a question that can’t be positively affected by one willing to search for an answer and change.
Coaching matters. You all know this, but don’t just acknowledge the statement, act on it. More than anything else you do, it is how you relate to and work with those on your team that will have the most significant impact on your ability to hit and exceed your goal for 2014.