The most powerful and motivating feeling that people experience is making progress at something that is personally meaningful. As a manager, working with your employees to accomplish THIS should be your sole purpose. With most companies, this isn’t what managers are formally expected to do. In some instances, it may be the goal of the individual manager but he/she simply isn’t allowed the time necessary for this to be accomplished.
In the eyes of senior management, managers are often responsible for reporting numbers, creating an analysis of the team, helping to improve the accuracy of the forecast numbers and “managing” the day to day business of the team.
It is not uncommon for sales managers to focus interactions with their staff on numbers. Headcount goals, call reports and a variety of other indices are “usual suspects” when sales managers meet with their employees.
But how often do client managers or recruiters create charts and tables and forecast data. The most likely answer is never. Forecasting and number management doesn’t create growth, nor does it inspire growth for many individuals. Although it is important for establishing goals, the key to creating growth in any sales environment is talent development. Talent development improves the capacity of your sales team members and in doing so directly impacts growth.
Top quality coaches whether it be in sales or sports work with individuals to capitalize on strengths. We see the big picture, like the Super Bowl, but we work with individuals or teams to implement the small steps it will take to get there-one play at a time, one game at a time. We listen. We use efficient and high-impact processes to create lasting success.
Below are my Top 5 reasons to hire a Coach today.
- A study conducted of more than 700,000 salespeople over the last 24 years, concluded that an astonishing 3 out of 4 salespeople aren’t effective at their jobs. The number one reason? NO FORMAL SALES TRAINING! There is no such thing as a sales degree. No one ever goes off to college and says “I can’t wait to be a salesperson for the rest of my life.” Sales talent is developed in the field. Some companies offer “training” on their products, but no exclusive sales training.
- An increased use of sales strategies and your company’s best practices will help your team work together more effectively and efficiently. Introducing new strategies and opportunities to collaborate also boosts morale. A positive-minded, confident sales team creates an immediate return on investment for the entire company and its staff.
- We have all heard of the bell curve in sales. You have your top and bottom 20% and your 60% middle of the road, average sales people. Harvard Business Review reports that the top and bottom 10% of sales people are not coachable or would have minimal gains with a coach. Either they know what they need to do and are doing it, or they are in the wrong profession altogether. That leaves 80% of your work force. A quality sales coach will boost sales volumes for that middle group by about 20%. (Harvard Business Review, “The Dirty Secret of Effective Sales Coaching”, published January 31st, 2011)
- The use of a coach will create higher retention rates for your sales staff. Offering individual professional coaching is a personal investment towards their individual success. In the words of Richard Bronson, “Train people well enough so they can leave, but treat them well enough so they don’t want to.”
- 87% of the knowledge obtained during sales trainings will not be retained if there is not ongoing coaching, reinforcement, and accountability. That means you are wasting 87 cents on every dollar spent for formal training.
Coaches can provide solutions on all of these areas and bridge the gap from good to great with your sales teams and individuals. A strong coaching process will provide results that are sustainable over time-not just for the month or quarter. Top quality coaches teach people how to fish, we don’t just feed them for a day.