Graphs for Coaches
Rick Roberge
4x 'Papa', 2x 'Dad', 52 year 'Husband', Son, Grandson, Nephew, Son-in-law and personal Sales Coach to hundreds of Sales Rock Stars that are more famous and successful than me.
I was on a coaching call and my client said, "I feel like I'm at the peak of Mount Stupid!" He sounded very frustrated. So, I asked what he meant. He sent me the graph above. So, we start with no confidence because we know nothing. We learn a little and we gain confidence quickly, but soon realize that we don't know enough until eventually we reach the Valley of Despair. At that point, we hopefully start the climb up the Slope of Enlightenment, gain competence and confidence until we reach the Plateau of Sustainability.
Cute. Don't you think?
Now look at this.
This is really important and explains why EVERYBODY needs a coach at some point in their life.The "Y" axis is a score for performance. The "X" axis is the actual competence of the salesperson. The line with the square dots (above the pink) represents the salesperson's perception of their performance. The line with diamond dots (below the pink) represents the salesperson's actual performance. The pink represents the tendency of low performers to overestimate their abilities. A coach is necessary to help the person handle what they don't know, but more importantly they need to help the salesperson discover what they don't know that they don't know.
These next two graphs address one of the two biggest mistakes that sales managers make and that their executives and salespeople ALLOW to happen.
Now look at this.
If you teach someone something, they forget over half of it the first day. Then half of what's left the second day and so on.What's left after a week? Not much.
领英推è
Now this.
The rep still forgets half of what they learned on Day 1, but if their coached again on Day 2, they remember more, Day 3... etc.
So, the moral of the story is if your manager only coaches you once a week, get a better manager or hire a coach.
Higher Ed Transformation and Technology Advisor | Enrollment Optimization Consultant | Entrepreneur | RV Enthusiast
1 年Rick, I reference this graph at least once a month, and the term, “Peak of Mt Stupid†weekly. I don’t use it as an insult when I describe where a client falls on the spectrum (sometimes describing it directly to the client), but as a way to make sure our team frames the conversation appropriately. Sometimes we need to bring someone down to reality, and sometimes we need to build them up. Using it this way can be a game changer for the effectiveness of the conversation - at least in terms of getting your message through to them to ensure they understand. From a selling perspective, I’ve found it to be extremely important to carefully consider what I propose to someone at the peak of Mount Stupid. I can get them very interested and then sell them the world, but they won’t really know what it is they are buying, and that sets them up for a lot of problems down the road. They don’t know the effort it will take to get the results they expect.
Revenue Acceleration Consultant, I help clients transition from solution selling to buyer facilitation via customer-led growth strategies and differentiated conversations that resonate to drive pipeline & win rate.
1 å¹´Love this Rick, I see the Dunning Kruger effect often and have been guilty of it myself. The call recorder and a good coach lay that bare and create opportunities for growth