The Coaching Effect Blog

The Coaching Effect Blog

    Sales Coaching Effectiveness-An Art, Skill and Attitude

    by Kathy Collins / July 9, 2014

    How many people wake up in the morning planning on being ineffective in their job? I haven’t yet heard of an executive or sales manager yet who doesn’t want to be seen as an effective leader. Yet, we all know there are some people who just seem to get more out of their team members than other people do. They know how to motivate people. But, how do they do it? Is it a talent that you are born with an acquired skills that you can learn? Sales coaching effectiveness is an art, skill and attitude that you can learn if you work at it. These 6 steps will help you accomplish sales coaching effectiveness and keep some balance in the process.


    1.  Create and Maintain Trust:  The most effective method of being the best sales coach you can be is to generate trust with your team and maintain that trust.  Great coaches gain trust by leading by example. They act quickly to stop behaviors that break down trust amongst a team.  They "walk the walk and talk the talk."  When you treat team members with respect, your team will follow in your footsteps and desire to excel for themselves and their respective teams.

    2.  Hire the Right People:  The best coaching executives are people who hire highly-competent, motivated people who do not need to be micro-managed.  One rule of thumb is to try and always hire people who bring a diversity of thought that you yourself don't have. If you can do that, your goal should then as a result be to always find a way to motivate the most talented people instead of always reverting to showing them how to do their jobs.

    3.  Inspire a Shared Vision:  Effective leaders see their vision and are able to communicate it to their team.  This is not just the job of the CEO, but also every manager within an organization.  This exercise helps the entire organization feel that they are part of something of value and that everyone is moving toward the same goal.

    4.  Empower Others to Act:  Top coaches feel comfortable enough in their own abilities that they don't need others to make them feel important.  The more successful a motivator you are, the more humble you tend to be. Excellent motivators won't cast a shadow over others that inhibits them from stepping into the limelight.  They foster a team effort by enhancing collaboration through relationship building and the support of personal and professional development of their team members.

    5.  Search Out New Opportunities:  Challenge the process.  Effective leaders search for new opportunities and are open to taking reasonable risks to advance an organization.  They don't play it safe in difficult economic times.  Doing the same thing over and over again my be safe, but it doesn't motivate team members much. Top coaches are always asking themselves and others, "How can we do this better?"

    6. Keep Checking In:  It's important to stay on course with your reasons for wanting to carry on toward your goal of building a world-class sales team.  Steve Jobs once told an interviewer, "I think most people that are able to make a sustained contribution over time--rather than just a peak--are very internally driven. You have to be.  Because, in the ebb and tide of people's opinions and of fads, there are going to be times when you are criticized, and criticism is very difficult.  And so when you're criticized, you learn to pull back a little and listen to your own drummer.  And to some extent, that isolates you from the praise, if you eventually get it, too.  The praise becomes a little less important to you and the criticism becomes a little less important to you in the same measure.  And you become internally driven."

    Being a stand-out sales coach is a discipline that once truly honed, will provide both short-term and long-term pay off for not only yourself, your team but your entire organization.  

    Exclusive Information for Sales Leaders

    Want to become more adept at leading and coaching teams to a higher degree of skill and success? ONE-UP sales coaching cloud provides a research based coaching methodology, tracks implementation of high pay-off coaching activities, and measures coaching effectiveness. Click the link below to watch a powerful video about ONE-UP and to learn more about the impact managers have on their sales team.

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    Kathy Collins

    Kathy Collins

    Kathy Collins is the VP of Client Success at EcSell Institute. She currently handles software maintenance, client needs and support and all company operations. As an empowered facilitator, she dedicates her work to efficiently improving upon strong organizational process and the corresponding measurement and tracking that coincides.

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