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Sales Manager STOP the Do- It – Yourself (DIY)

MentalityTeam@WorkTy Bello, RCC

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Learning Objectives• Identify the areas that need to be released• Review the areas that the sales team may have some

deficiencies in• Establish a plan to change the deficiency to efficiency• Put a plan of checks and balances in so you can let go and

begin to multiply your sales efforts

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Developing Sales CoachingBoss to Coach

•Salespeople rate their managers 13% lower than the sales managers rate themselves

“Coach”Role ModelCollaborateAdd Value

CommunicateGuide

Support

“Boss”Control

AuthorityTitle

PowerPositionStatusDictate

• The More you coach, the less you’ll have to boss• Reactive coaching is only part of coaching

“Coach”- Many describe a coach, teacher, or parent who may have pushed them

hard but who believed in them and helped them succeed.

“Boss”- Webster defines boss as a person “in authority over

employees”, and the verb boss means “to order about,” as in “Do

This, Do That.”

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Avoidance of Sales Coaching• Sales Managers #1 prevention for sales coaching?

• A lack of time

• What are the real deciding factors?• Many sales managers are not coached themselves • Not sure how to coach• Many are overwhelmed by administrative responsibilities.

– Having no role model is the most serious obstacle– Lack of training is the easiest to fix.

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Avoidance of Sales Coaching• A decade ago the term Sales Manager was a salesperson being

verbally “Knighted”. • Sales managers who are doers

• Like to be in the action• “Doing” has fewer risks• Takes less time• Comfortable

• Managers require training and support to help them become a top-performing developer of the next class of top-performing salespeople.

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Developing Sales CoachingBoss to Coach

ZONES• How ready are you and your team for sales coaching?• Your team and the coach must be in the right “cultural space”

or “zone”• 5 Zones

– Dead Zone– Comfort Zone– Panic Zone– Depression Zone– Stretch Zone

• Most people predominantly live and work in one zone

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5 Zones

• Dead Zone• Not actively interested in improving• Take No Initiative• They stay the same• “Things Happen to them”

• Comfort Zone• Want to be effective• Been successful in the past• “Repeat the way I’ve always done it”

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5 Zones• Panic Zone

– Reactivity– Grab’s your attention– Know the old systems are not working– Typically comes after being in the Comfort Zone too long

• Depression Zone– Sustained participation in a miserable situation– Stay in the Panic Zone too long

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5 Zones• Stretch Zone

• Good place to live and work• Actively involved in their work• Committed to developing themselves• Intentional• Hard place to be all the time• Coaching is essential

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Boss vs. Coach• The goal of sales coaching

– There are times when it is necessary to call the shots– More times when you should elicit input from your sales people– Encourage them to come up with answers – Take responsibility.

• The Coach– Sunday’s game : shout and set up plays – the other six days

• determine how well the plays are executed during the game.

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Developmental Sales CoachingPriority One

• Sales coaching is the secret of sales success• Improving the performance of your sales team - and yourself• The most important job as a sales manager.

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The Language of a Company• Language in an organization tells ALL

– sink or swim – shape up or ship out – survival of the fittest

ALL challenge the notion of sales coaching.

– Grow Yourself– Grow Your Team

Sales coaching builds on training and turns it into everyday activity rather than an event.

• Must be moved from the “Preachers” to the “Practitioners.”• Creating a sales culture doesn’t happen overnight

– 3 to 5 years to create a sales culture. (Disney did not happen in a day)• Sales Culture Starts with (you, your team, your division)

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Coaching by Asking

Coaching by asking helps your team to– self-assess – Problem solve – eventually self-coach.

“Tell me and I forget. Show me and I remember. Involve me and I understand.”

Chinese Proverb

#1 Rule– ASK, DON’T TELL

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Ask, Don’t Tell

What do you think we should do?

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The Model• Proactive coaching is planned and scheduled• Proactive Developmental Sales Coaching can be completed in

15 minutes.• Reactive coaching is spontaneous and responsive to an

immediate problem or opportunity.• Reactive coaching meetings are normally shorter-possibly as

short as 1 or 2 minutes or as long as 15 or more.• Both proactive and reactive sales coaching are essential for

any team

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The 6 Critical Skills StoppingDIY• Presence• Relating• Questioning• Listening• Positioning• Checking

Which ONE (if singled out) is a CORE Skill????

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Types of QuestionsDrill Down• As Simple as Why?• Ten Powerful

Questions (Handout)Direct Questions• No short cuts, just

direct• Then Drill Down

Neutral• A leading question• Promotes a particular

responseOpen Ended• Stimulates a more

complete response• Who, What, Where…

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Coaching Feedback

Feedback is the languageof Champion sales managers

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Coaching Feedback• Who on your team is overdue some feedback?

• Write there names down now • Later schedule some time with them

• Why do you believe you have not provided feedback?• What does good feedback sound like?

FEEDBACK = “Strength ZONE”

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Two Types of Feedback

Evaluative

• Assesses Performance• Involves a grade• Looks back (reviews)

• Represents yesterday not tomorrow

• Allows for comparison• Usually related to

compensation

Developmental

• Improves Performance• Provides the support to

improve the grade• Looks forward (what WE

can do)• You may compare, but

only to develop a plan for the future

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Developmental Feedback

Can be• Daily• In planned Coaching sessions• Spontaneous

• In a coaching session• In a hall way

Can come from• Peers, colleagues, customers, the coach

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FAST Feedback

• Check your Facts• Share Accountability• Specific• On-Time

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Receiving Feedback

It is better to Receive than GIVE…? NOT

When Receiving Feedback• Don’t interrupt or explain• Ask questions to learn more• Take Notes• Thank the giver – “No matter what”• Reflect on feedback and use to improve• Ask for feedback from your manager, peers, and sales

people

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Praise Your Salesperson• Acknowledge the accomplishments and the drive• Ask questions, so they can savor the moment• Thank the salesperson• Find a way to showcase the salesperson• Leverage the salesperson’s ability to develop others.

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Developmental Sales CoachingRemote, Team, and In-The-Action-Coaching

Remote Coaching Essentials

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Developmental Sales CoachingRemote, Team, and In-The-Action-Coaching

•Operational/Personal Information (use e-mail to minimize time spent here)Administrative

Update (option)

• Feedback on Coaching Session• Focus on RelationshipStrengthen the

Relationship

Remote Coaching Model

Engaged and Retired Sales Team Members• Produces • Meets Quota• Adds to Prospect List• New Accounts Every

Month• Asking for New

Products

• Produces• Meets Quota• Can’t spell Prospect• Live off of Base

Accounts• Is a Sales Person

• Not a “Professional Sales Person”

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For more information on Team @ Work:

Please visit us on line at www.teamatwork.biz

Call us at (260) 627-8938Email us at:Ty@teamatwork.biz or Kristen@teamatwork.biz

As a reminder, Team @ Work offers a wide variety of solutions for your business. We would love to work with you to customize a program for your team, group, or for you individually. We specialize in the Assessment, Development, Coaching and Training of teams and individuals.