This is a exercise that helps sales managers transition to intentional and methodical coaching practices. It was introduced during our Sales Coaching Summit in Austin, TX. This breakout session supported a highly motivational keynote presented by our friend and Pillar Partner Tony Cole, president of Anthony Cole Training Group. The objective of the breakout session is to help sales managers develop a straegy to make coaching a priority.
Part One: Taking Ownership Exercise
The first step is to make sure that participants in this exercise take ownership of their current outcomes and get them to to realize that if they want different results, they need to do something differernt. Coaching is the key to improving skills and chainging behaviors of your reps and your current approach to coaching is responsible for the current behaviors and skills of your team. Bottomline, your company is perfectly designed for the results you are getting. Here is how to change results.
"Those that are under performing, did you make them that way or hire them that way?"
Ask your sales managers to complete this statement: My sales people could sell more if only.... This is where it will become evident if they have taken ownership of the situation. Next ask them to complete this statement: My sales people would sell more if only I.... Talk about how these two responses are different and what they indicate.
Part Two: Transition to Intentional and Methodical Coaching
Ask your team to draw a box with four quadrants.
Box One: The top, upper left are sales producers who are putting forth 100% of effort and hitting or exceeding goals
Box Two: The lower, left are sales producers who are hitting goals but not putting forth 100% effort.
Box Three: The upper, right are sales producers who are giving the right effort but fail to meet goals.
Box Four: The lower, right are sales producers who are not putting forth effort and not meeting goals.
Should coaching be the same for each sales rep?
Have each sales manager place their people in the four boxes. Discuss the appropriate coaching techniques for each quadrant. Ask each sales manager to outline and document their coaching plan.