What is Sales Coaching?

In this post, I am going to share some insight into the different sales coaching. I am also going to share why a sales coach is completely different from a Sales Director or a Manager coaching the sales team. We will also look at the difference between sales training, courses, and coaching. There are many sales training programs and courses being called coaching and it’s not the same as the deep work/coaching I do.?

Why can’t a Sales Director or Manager just coach their own sales team??

Firstly, most Sales Directors or Managers do not have the same experience as a Professional Coach. This might seem like common sense but most companies do not understand this.?

Sales Directors/Managers are emotionally involved in the outcomes. It is very difficult for them to coach and create a space with no judgment or stay unbiased.?

A Sales Coach has a different relationship with a Sales Professional as opposed to a Sales Director or Manager. Sales Directors or Managers are involved in various aspects whereas a Coach is focused on one thing and that’s Coaching, understandably the relationship is completely different and so will the results also be.?

Many Sales Directors/Managers sometimes feel like it’s a weakness to work with an external Coach as they have this idea it’s their responsibility. It’s this exact thinking that will hold most sales teams back. 97% of people know mindset affects sales performance. I was in the corporate space, 13 years in sales, and not one company invested in this area. We had sales training, cold call training, product training, leadership training, more sales training… Not once was someone brought in to work on our minds, consciousness, and thoughts.?

The same thinking that got you to where you are now, is going to be the same thinking that holds you back?

John Strasser

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What makes Coaching different to Sales Training or a Sales Course??

So there is a big difference and Michael Neil explains it like this:?

1. Tier 1- this would be technical coaching. This coaching is information-driven and often the relationship is a mentor-type relationship. Most training and courses fall in this category.?
2. Tier 2- Most life coaching falls in this category. This is a person wanting to be better in some area of their life and getting coaching to figure out how.?
3. Tier 3- This is Insight Coaching. This is coaching not on the business, the goals, the relationship, or the obstacles but on who the person is Being. We go deep and explore the beliefs, thoughts, and ideas that are holding the person back. Understand that you don’t get in life what you want but who you are being.?

Now you can have a hybrid of the 3 but almost always the most life-changing coaching is in tier 3, this is?where 80% of my focus is. There are many benefits of Coaching-?CLICK HERE?

Conclusion:?

Most times when it comes to sales it’s not a lack of knowledge or information that is affecting the performance. Information only gets you so far, let’s be honest if all you needed was information you could just read a few books on sales or attend a few training courses and be great at it. We know it does not work like that.?

The real things that hold us back are beliefs and thoughts. These things are also usually well below the surface and most people are not even aware of them. This is where I focus, this is where the real growth is!!?

CLICK HERE?to request a call and let’s see if this coaching would be a good fit for you or your team?

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