Why does sales training fail? Why don’t people make the changes they need to become more successful? The fact is, sales training doesn’t create champions. Leaders do. It’s the coaching and reinforcement from the manager that makes any sales training stick. So, if you want to build a team of top performers, first make your managers world class coaches.
Take a look in the mirror. Your team is a reflection of you. Like it or not, every team takes on the complexion of their manager; their strengths as well as weaknesses or, their opportunities for improvement. And that’s the good news because now, positive change truly starts with you.
Looking in front of you. Look behind you. When evaluating your team, keep this in mind. Avalanches roll down hill. What you observe amongst your team, in performance, attitude and behavior, is a reflection of what that manager is modeling for their team.
How do you organize your day? How do you handle stress, challenges as well as wins? How effectively do you communicate in person, over the phone or via email? How do you engage and connect with people, including your boss and your customers? It is how you show up each day that sends the message, “This is how it is done.”
After three decades of training and coaching thousands of salespeople and managers, it’s very clear what the solution is to developing a world class sales team and making the lasting impact every leader wants to make.
The fact is, sales training doesn’t create champions. Leaders do. Any training or desired behavioral change cannot be sustained without coaching from the manager to make it stick.”
When you embrace this line of thinking, you’ll realize that it’s all in your power to develop and refine your coaching skills so that you can create the changes you want and need!
The universal truth? In order to build a team of top performers, first make your managers world class coaches.
Note: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of 700 sales managers from around the world.