72 Hour Special Book Event April 15 – 17
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 One: No Coach the Coach Program
One of my clients recently called me with questions about building an internal coaching program. It seems the person who was spearheading the initiative was having a difficult time putting the processes and procedures together as well as getting the managers to embrace the new philosophy and approach. Since the company felt they could build the internal coaching program on their own, they didn’t hire an outside expert or consultant. The person in charge of the initiative wasn’t even a coach but someone in HR. Without a coach training program to develop coaching skills and competencies, you can change your managers’ titles, but not their essence, their thinking, or their skills.
Barrier Two: Coaching Is a Choice—Not an Obligation
The coaching relationship is a choice, not an obligation. The relationship between the coach and the people who are coached is a designed alliance, a collaborative partnership, and more. As such, remedial or sanctioned coaching is often met with resistance rather than with open arms. How is coaching being offered to your team or to your employees? A perk, an incentive, an option, an obligation, or a remedial response to underperformance? Are you offering it to your entire team, to a select few, or to just one person?
Overcome these internal obstacles using the strategies outlined in Coaching Salespeople into Sales Champions.
** 72 Hour Special Book Event April 15 – 17
Purchase my new book, Coaching Salespeople into Sales Champions on these specific days only, April 15, 16 and 17 and enjoy access to hundreds of dollars worth of additional materials from Dr. Tony Alessandra, Zig Ziglar, Tom Hopkins, Jim Cathcart, Jill Konrath, Dave Lakhani, Bob Kantin, Dr. Rick Kirschner, CanDoGo.com, AllBusiness.com, SalesDog.com and more. Look at the resources you get here.
Remember, this time sensitive event ends April 17 at midnight.