The Coaching Effect Blog

The Coaching Effect Blog

    Intentional Coaching Exercise for Sales Managers

    by Kristi Shoemaker / April 11, 2012

    This is a exercise that helps sales managers transition to intentional and methodical coachingtony cole sales coaching expert 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.

    Key Question:

    "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.

    Key Question:

    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.


    To be the most effective sales manager, you must master your management, leadership and catalytic factor. Learn about each and how the combination of these three skills leads to incremental lift in sales performance.  Read the white paper "The Performance Evolution: Why You Can't Manage Your Way to Growth"

    previous post How To Keep Your Talent Pool Full. A Recruiting Process.
    Next Post Your "Third Factor" Drives Incremental Performance
    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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