In celebration of the release of my latest book, Coaching Salespeople into Sales Champions, here is the second excerpt in a five part special series of exclusive book excerpts I will be sharing with you over the next week for you to download and enjoy immediately! It’s a PDF, so load it into your PDA and take it with you.
Here’s the PDF you can download now of Chapter Nine. Barriers to Coaching Your Team – Download the chapter excerpt here.
For any executive sales coaching initiative to be effective and long-lasting, there are important obstacles that a manager or internal sales coach needs to address.
Barrier Three: Surrender Your Agenda When Coaching
What if your boss walked up to you today and said, “Your career, your bonus, your position in this company, and your salary will depend on how well your team performs. That said, I want you to start coaching all the people on your team, one on one. Hold them accountable and be unconditionally supportive, while surrendering your agenda and maintaining objectivity.” Could you do it?
My clients consist of a myriad of companies and professions, all shapes and sizes, selling products and services in practically every industry and profession. Yet, the one truth I share with them is this: “When you work with me as your coach, this will be the only relationship you have where it will always be 100 percent about you.”
If you’re an internal coach, this may be a stretch to fully surrender any agenda or attachment to your sales team’s performance, especially since their performance directly reflects on you. In such cases, there’s an inherent challenge for you, as the business owner or manager, to separate your agenda from theirs and have no personal expectation from the relationship other than your unconditional commitment to their continued growth and success. It’s going to take some adjustment on your part to develop an unconditional and authentic relationship with your salespeople. We tackle this in much greater detail in Chapter Two.
If you like what you read, I respectfully invite you to Write a Review! I appreciate you sharing your book endorsements. Help more managers and business owners become highly effective coaches and more powerful leaders. Write a review on Amazon.com or Barnes and Noble. I value your input and deeply appreciate your support.
Special Edition – Hardcover. Get Coaching Salespeople into Sales Champions today at a special discount 37% off at Booksamillion and coach your salespeople into champions. Check out Amazon, Barnes and Noble, 800-CEO-READ and other trusted retailers here.