Why Coaching? Why Now? (Video Transcript Below)
One question that I am often asked is, “Keith, why is coaching so important? Why should I start coaching now? My team’s doing okay, we’re hitting our numbers.”
The one thing that I learned years ago when I was first doing a lot of sales training was that I would go into an organization and I’d deliver some sales training and everyone was very happy. And then about a month later, I’d follow up with the organization and I’d ask the person who hired me, “So how are things going? How did the changes work out? How are your people performing?” And that VP of Sales or that Director of Sales would say, “Well Keith you know how it is. Some people took what you shared and ran with it. Some people adapted some of what you shared, most of the people kind of slipped back into their own habits.”
So as a trainer and as a coach, and as someone who really sincerely wanted to make sure that I embedded and left a measurable return on investment for my clients, this bothered me.
The more I researched it, the more I realized. Aha! The missing link. You guys. The managers. Without the managers learning to coach, it is practically impossible to sustain the behavioral changes that you as a manager want and need to see in your sales people and your performers.