The article, “The Right Time for Selling Lessons” that appeared in Selling Power magazine brings up some crucial bytes of advice for any manager that’s worth listening to. For one, as, William Spino writes, “In their eagerness to produce instant sales success, some sales managers overlook key principles of the learning process.” That is, know when its appropriate to support your people and the approach to doing so that’s required in each given situation. Especially when it comes to rookies or new hires, most training programs do noting more than overload and overwhelm them within their first 30 days on the job.
A solid piece, essential reminders and certainly an advocator of any positive reinforcement that will help salespeople grow and evolve into their fullest abilities.
Well, then there’s just this one, little, tiny, okay, enough sugar coating, A good article with one exception. While William writes about the needs to eliminate curbside coaching, being a pioneer of the profession I’m overly sensitive when the word is used out of context. For what my friend here is describing is training not coaching. For example, he writes, “Telling is the least effective way to teach sales skills in a field environment.” And I agree, which is my point and why this is training.
Coaching, however you distinguish it; call it executive coaching, sales coaching, life coaching business coaching or “I do it all” coaching, is the art of creating new possibilities with someone you’re coaching, asking the right questions, supporting them unconditionally with no agenda, listening deeply and allowing the other person to grow and come to the solution or insight on their own, rather than continually being told what to do (i.e. what most managers do and that is ‘train and tell.”
Once again, if the source of our information about what coaching is remains to be as inaccurate as it is here as well as in most places I read, it is another unfortunate toxin that’s slowly destroying the fabric of the once noble and altruistic profession of coaching, as young as it still is. I hope with continued awareness, we can have a resurgence of what the true moral fiber of coaching is all about, and that also includes getting rid of all the flakey coaches who’s clients continually come to me sharing their bad experiences and stories of waning integrity.
Hey. Just my efforts to keeping it real and authentic. Enough said. Enjoy the rest of the article here.