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Whitepaper on Customer Messaging Must have Adobe Reader 8.0
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HELP YOUR SALES MANAGER BE A BETTER COACH By Tom Reilly, author of Coaching for Sales Success One way to make your life easier and become a more effective salesperson is to help your sales manager be a better sales coach. After hiring, this is his or her primary job. Helping them means helping you. These are some coaching realities: 1. Coaching is something that everyone needs, not just those who struggle. Even Tiger Woods has a coach. If your argument is that you are more effective at your job than Tiger is at his and because of that you don’t need a coach, I will come to your sales seminar! 2. Coaching is for your benefit. It is a growth and development opportunity. It’s not a venting session for your manager to release pent-up frustrations. 3. Coaching must happen in the field. Your manager cannot coach from the locker room. Encourage your manager to make joint calls with you. In a recent study of top sales performers, 92% of these top salespeople made joint calls with their sales managers and received regular feedback on their performance. 4. Ask your manager to give you feedback on call effectiveness. Be prepared for each sales call with call objectives. Before the call, discuss with your manager your plans for the call. After the call, ask for behavioral feedback on your performance. Discuss the success or failure of the call. Ask your manager if he or she noticed anything else about the meeting that could help you. 5. The sales call is your show. Your manager shouldn’t sit like a bump on the log, but it is your opportunity to get feedback on your performance, not the manager’s performance. That cannot happen if you hand over control of the sales call to your sales manager. Coaching is an opportunity for your manager to help you grow in your job. You can make his or her job easier if you are coach-able. Back to the Sales Bytes Article List
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