Although our salespeople are encountering reduced or nonexistent spending accounts, we as managers cannot accept lower performance. But beating on our sellers for better performance can have an adverse effect on their motivation. Is there a solution?
Like great athletes, most great salespeople are highly competitive. And, similar to athletes, a strong coach can play a role in inspiring salespeople to success. Here is my list of the attributes of a great coach.
1. Great coaches see things in their people that others don’t see and work to pull those qualities out.
2. Great coaches contribute the time, patience, and continual reassurance to develop these attributes.
3. Great coaches communicate effectively. They know how to send the right message in the right way at the right time. They set clear, measurable goals and expectations. They react swiftly — and fairly — when correction is required. They continuously monitor progress and provide corrective actions and ideas.
4. Great coaches adapt their coaching style for each individual’s learning style and needs. It might entail a gentle nudge, a push, encouragement, appropriate scolding, disappointment, or a challenge. They pull the best out of each individual.
5. Great coaches know that one size does not fit all when it comes to incentives. One is motivated by recognition, another by money, another by a dream or wish.
6. Great coaches know their team members’ limits, strengths, and weaknesses. They do not set their players up to fail. They know when to intervene, or when to lend a sympathetic ear. They create a success plan for each team member’s growth.
7. Great coaches are mentors offering experience, perspective, and advice. They are not know-it-alls. They are willing to listen. They lead by example and make people want to emulate their behavior. They inspire confidence and trust.
8. Great coaches foster dreams, hopes, and vision. They help their players picture a better future and continually correct the course with that vision in mind.
9. Great coaches have a sincere desire to help each person grow and achieve their goals. They help players stretch to reach the impossible.
10. Great coaches do not lead by fear and rarely lash out — so when the do, they are taken seriously. They are trusted partners in the success process. They are empathetic, but not sympathetic. They set firm boundaries.
11. Great coaches understand that failure of the athlete is failure of the coach. They are a friend, teacher, and guardian. They stand up for their people and they do not push corporate pressure downward. Instead, they absorb it, while understanding that negative pressure locks up some team members. They demonstrate personal character and don’t ask you to do what they are unwilling to do.
12. Great coaches are realists who are willing to face reality. They are not falsely positive. They listen carefully and seek outside ideas and perspectives.
13. Great coaches do not over-manage. They let people make mistakes and grow from them. They are not hung up on titles or formality.
14. Great coaches see change as opportunity.
15. Great coaches put values and ethics above everything else.
16. Great coaches cultivate leadership and make it fun. They know that a happy team yields higher results.
Like great athletes, most great salespeople are highly competitive. And, similar to athletes, a strong coach can play a role in inspiring salespeople to success. Here is my list of the attributes of a great coach.
1. Great coaches see things in their people that others don’t see and work to pull those qualities out.
2. Great coaches contribute the time, patience, and continual reassurance to develop these attributes.
3. Great coaches communicate effectively. They know how to send the right message in the right way at the right time. They set clear, measurable goals and expectations. They react swiftly — and fairly — when correction is required. They continuously monitor progress and provide corrective actions and ideas.
4. Great coaches adapt their coaching style for each individual’s learning style and needs. It might entail a gentle nudge, a push, encouragement, appropriate scolding, disappointment, or a challenge. They pull the best out of each individual.
5. Great coaches know that one size does not fit all when it comes to incentives. One is motivated by recognition, another by money, another by a dream or wish.
6. Great coaches know their team members’ limits, strengths, and weaknesses. They do not set their players up to fail. They know when to intervene, or when to lend a sympathetic ear. They create a success plan for each team member’s growth.
7. Great coaches are mentors offering experience, perspective, and advice. They are not know-it-alls. They are willing to listen. They lead by example and make people want to emulate their behavior. They inspire confidence and trust.
8. Great coaches foster dreams, hopes, and vision. They help their players picture a better future and continually correct the course with that vision in mind.
9. Great coaches have a sincere desire to help each person grow and achieve their goals. They help players stretch to reach the impossible.
10. Great coaches do not lead by fear and rarely lash out — so when the do, they are taken seriously. They are trusted partners in the success process. They are empathetic, but not sympathetic. They set firm boundaries.
11. Great coaches understand that failure of the athlete is failure of the coach. They are a friend, teacher, and guardian. They stand up for their people and they do not push corporate pressure downward. Instead, they absorb it, while understanding that negative pressure locks up some team members. They demonstrate personal character and don’t ask you to do what they are unwilling to do.
12. Great coaches are realists who are willing to face reality. They are not falsely positive. They listen carefully and seek outside ideas and perspectives.
13. Great coaches do not over-manage. They let people make mistakes and grow from them. They are not hung up on titles or formality.
14. Great coaches see change as opportunity.
15. Great coaches put values and ethics above everything else.
16. Great coaches cultivate leadership and make it fun. They know that a happy team yields higher results.
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