coaching discipline in an
organization is evident in the
There are lots of excuses as to why
managers don’t coach: time constraints,
competing priorities, lack of skill,
lack of confience, worry about micro-management, desire to let the training
department do it and the every popular
“We hire adults, and they know how
to sell.” I say this is all garbage. If
you wanted to help your children to
improve their chances of having a better
life or career, would you find the time to
share your talents and expertise to help
them? It’s a no brainer and so should it
be with your “kids” at the office.
A good coaching process is simple,
elegant and customized to each performer based on their experience and
Whether its in the branch or on a
joint call, a good coach limits what he
or she is attempting to see. Reviewing
the entire sales conversation is too
much. Reviewing how someone asks
questions is better. Make certain the
skill the coach is observing has an
impact on results when improved.
A great coach (basketball’s Phil
Jackson as an example) does not
have to be as good at the skill as their
associate. They do have to know the
Good Coaching Leads to
Improved Sales Results
with sales reps and 20. 6 percent of
their time coaching. When sales
leaders invested more in each of these
categories, win rates of forecasted
deals went up by 8. 2 percent and
the percentage of overall revenue
attainment was 5. 2 percent higher.
The Corporate Executive Board
m;The seller’s percentage to goal is
as much as 19 percent better when
they have a quality coach.
m;A great coach increases the team’s
emotional commitment to the
organization by 52 percent.
m;Effective leaders improve their
people’s intent to stay by 40
m;The return on training investment
increases by a factor of four when
coaching is done in tandem with
the learning initiative.
m;The value of creating a formal
In banking, one well-placed
question, one well-delivered best
practice example, one more article
sent at the right time can make the
difference between earning a new
relationship and seeing it stay with the
incumbent. Golf professionals view
the coach as a vital part of their team.
In banking, many times, the coach is
seen as unnecessary. Study after study
would contradict that sentiment.
The 2014 CSO Insights Sales
Management Optimization Key
Trends Report indicates that coaches
spent 28. 7 percent of their time selling
SEVERAL YEARS AGO I HAD THE OPPORTUNITY TO BE PART OF THE GALLERY AT THE MASTERS GOLF TOURNAMENT. For anyone who loves golf, it is nirvana. Each year, Augusta National Golf Club puts the best golfers in the world to the test. It was a bucket list treat to spend time
on this majestic plot of real estate. I was as enthralled at the goings on around
the practice range. Each world class professional was accompanied by a coach.
Whether it was the short game, the driver or something in between, the tutor
was there to offer guidance, ideas and tweaks. An inch here and there makes the
difference between putting on the green jacket and missing the cut. The golfer
executes. The coach fine-tunes.
Sales Performance as Related to the Company’s Approach to Coaching:
Reps Meeting or exceeding quota 50.3% 42. 9 62.3%
Overall Plan Attainment 85.9% 84.7% 91.2%
Process Coaching Left to Managers Informal Coaching Formal Coaching
A great coach increases the
team’s emotional commitment
to the organization by