Sales Coaching Blog

Coaching Conversations: Facilitating Growth Experiences

Posted by Sarah Wirth

September 24, 2014

Sarah-Wirth_2014_sIn today’s blog, we will address the final component of our four-part series on coaching your reps’ mental performance.  This type of coaching drives the mental engagement of your team in order to keep their performance at its peak level.  As a reminder, in previous blogs, we introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality. These principles are:

  • Creating relationships of trust with those you are coaching
  • Asking powerful questions to drive effective learning
  • Facilitating growth experiences for your team to maximize potential 

Today we are going to further explore the third mental coaching principle of facilitating growth experiences for your team to maximize their potential.

Much has been made in recent decades of creating a positive work environment.  Whether it’s through surveys, blogs, articles, white papers or training classes, many organizations are working hard to ensure that their employees are happy and like their jobs. This is a worthy goal, as we know helping people enjoy their work is the right thing to do. Perhaps more importantly, there is a significant body of research that links job satisfaction with increased productivity. 

Yet, sometimes in our effort to create a great place to work, we may inadvertently limit our ability to create a high growth and high performance environment.  This is because people often need to be pushed outside of their comfort zone in order to achieve their full potential.  Just continuing to do the same thing over and over rarely yields significant development. Rather, it takes challenges, new experiences and even sometimes adversity to help push people to the next level of performance. 

Great managers understand that helping people grow means challenging them.  They also know this challenge may not always be greeted with open arms. Indeed, adversity and discomfort aren’t necessarily fun for anybody while they’re in the midst of them, but the learning and the growth to which they lead is the reward. Ultimately, if you help people grow, you can not only help them achieve more, but you can also positively impact their long-term job satisfaction.

Here are four key ways that you can help your team members stretch their performance levels.  Encourage them to:

  • Leverage their talents—Encourage them to identify what they do best and how can they spend more time in their areas of strength
  • Envision success—Using imagery to create a vision of how their world will look when they achieve their goal can bring clarity during challenges
  • Work outside their comfort zone—The benefits of trying something new can be significant as it drives learning
  • Embrace adversity—Help them see that challenges are good because they help them grow in ways they wouldn’t have otherwise

Overall, be sure that your coaching doesn’t just lead to an environment where people are merely happy and satisfied. If you’re not pushing them into growth experiences from time to time, they will never reach their full potential. And really, that is where true, long-term job satisfaction exists.

Topics: growing sales, Motivating Sales Team, Complexity Theory, coaching sales reps

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