Frequently Asked Questions about Sales Coaching
Although some people can get by without support, the coaching structure helps you achieve a higher level of performance in a much shorter period of time.
How does coaching work?
Done right, coaching leads you to your own solution. We’re much more likely to implement solutions we develop ourselves as opposed to one that someone else tells us. The entire conversation is about your agenda.
Effective coaching also crystallizes your vision, develops your plan and holds you accountable to ensure you achieve success.
How can coaching help me?
A supportive, coaching structure helps you gain new perspective, on both your business and personal life; and creates desired results through improved behavior and performance.
Isn’t coaching the job of my sales manager?
It’s easy to feel isolated and disengaged as a field sales representative. Your manager has to work much harder to understand what motivates you, and often doesn’t have the time to communicate enough with you for positive change. What’s more, most field managers either manage too much or too little. There’s very little coaching going on.
Why do people hire and work with coaches?
People are looking for accountability, support and structure to achieve their goals, as well as to be held responsible for specific actions.
Can’t I just coach myself?
Maybe. A few people have the ability to motivate and course correct themselves on their goals. But for the rest, working with a coach helps them reach a higher level of achievement – in a much shorter period of time.
“The goal of coaching is the goal of good management: to make the most of an organization’s valuable resources.” — Harvard Business Review
Do you help develop leadership skills?
Leadership is a choice you can make anytime. Working with a coach brings out your natural leadership skills, making you ready to take responsibility and make choices for yourself (and once you do this, you’ve got no option but to be a “leader”).
What’s the difference between coaching and consulting?
Coaches provide support and help others decide what options to consider and what solutions are appropriate. Consultants typically tell you what to do based on your situation.
“Across corporate America, coaching sessions at many companies have become as routine for executives as budget forecasts and quota meetings.” — Investors Business Daily
Does it mean I’m personally inadequate if I hire a coach?
Seriously? Working with a coach means you’ve decided to succeed — and get there faster then if you worked alone. Remember, a coach provides leadership that compels, challenges and inspires you to be better.
Is coaching expensive?
Coaching is an investment — in yourself. The return is how much more money you’d earn, or the sales you’ll make.
Is sales coaching cost effective for businesses and organizations?
Don’t take my word for it – see the February 2011 Institute of Leadership & Management report titled “Creating a Coaching Culture,” where Chief Executive Penny de Valk said:
“Coaching is the single most cost-effective development investment an organization can make, as this learning naturally spreads across the workplace.”
How much time will this take?
No commitment, no success. The price is simply the time needed to do what’s necessary to improve. Many people like having the regular weekly or monthly calls; others simply want the coach on retainer as part of their team.
How long is a coaching session?
Although the first two formal coaching sessions will take longer, budget 40-50 minutes for future sessions. Between calls, you’re encouraged to keep in touch via email, letting me know of your progress, sharing successes and asking any questions you have.
A coach helps you connect the dots of your life looking forward, instead of backward.
What does a coach really do?
A coach helps you set larger, more tangible goals and assists you in making tough decisions. You will have the confidence and support to handle situations and problems that have kept you from achieving business and personal dreams. Coaches also:
- Help organize your thoughts
- Assist with forming a plan
- Collaborate with you on ideas
- Hold you accountable
What is coaching?
Coaches help clients identify and articulate goals, develop strategies to overcome roadblocks and help them step outside of their comfort zones. At it’s core, coaching answers the “what do you want?” and “what stops you?” questions, and is structured around individual reflection for insights and action steps for application.
Connect + Collaborate + Calibrate = Coaching