Check out our webinar with Dan Pink, author of To Sell is Human. View it HERE
Last month, Work.com hosted a Sales Leadership Webinar on coaching your salespeople into sales champions featuring Keith Rosen, award-winning author and global authority on sales and leadership.
In this 60-minute high impact session, Keith shared his powerful insights and recommendations for how sales managers can dramatically improve the performance of their sales reps through effective coaching.
And as always, our viewers had some excellent questions to ask of Keith, not all of which we could get to. So, we’re pleased to answer a round of them here! Read on to get the answers to your top five questions about the coaching your salespeople to sales champions.
For managers…If 15% coach, 10% motivate, and 5% hold them accountable…. what is your feeling on what the perfect ratio would be for these 3 attributes? If you had to pick 1 just one, what do you feel would be the MOST important a manager can do? (I know all 3 is the perfect combo, but individually weighing them, what holds the most weight)
These are all clearly non-negotiable attributes and skills of top managers and leaders. However, it’s difficult to answer this question the way it’s currently phrased, as I see it slightly differently. First, what does the remaining 70% look like? In terms of picking one top attribute, if you’re a great manager and coach, when you’re coaching effectively, the byproduct is you’re inspiring, motivating and holding them accountable. Rather than segment these attributes, while they can be self-contained, they’re all a holistic part of being a great coach and delivering world class coaching. Coaching is the overarching umbrella, which encompasses all skills, characteristics and competencies of great leaders.
Now, can you chart these best practices and characteristics out and put them in a self-assessment to weigh strengths and areas of opportunity regarding each one? Of course and I’ve used some of these types of assessments in the past. Ultimately, with the majority of global sales organizations breeding the result driven culture to a fault, let’s not belabor over more statistics and formulaic breakdowns. At the end of the day, we’re talking about people. That’s why all of these characteristics and skills show up naturally and work symbiotically, as coaching becomes more organic and your new standard of effective communication, engagement and leadership.