The Coach’s Role on Joint Sales Calls

Normally, when a manager attends a joint sales call, it is at the time of the capabilities presentation or closing presentation. Though attending these meetings can be helpful, they do little to help sales people close more business that late in the process. That is like coaching a baseball team by showing up in the final inning instead of watching the entire game. As sales manager, you may know the outcome based on the data, but you will not know how the game developed. Knowing how the sale develops is essential to effective coaching. This is why observing sales people in action is so important.

Here are 4 steps to help you and your sales people have more effective joint calls.

1. A Quality Phone Call- Remember, the quality of the phone call will determine the quality of the appointment. Your sales person must follow the 8-Step Phone Process to make sure that the joint call is taking place with a qualified prospect versus a practice call.

2. Conduct a Pre-Call Session. In pre call sessions:

– sales people make sure they are prepared to execute their sales approach effectively
– The sales manager and sales person role-play the appointment
– Everyone agrees to and identifies who will do what during the sales call

3. Identify the Reason for a Joint Call – If it is for learning purposes, then the sales manager has a very small part in the call. If it is for qualifying or closing a large account, then the role of the sales manager can be more prominent.

4. Do a Post Call Debrief – This is an opportunity to help sales people recognize opportunities that they missed, questions they could have asked better and commitments they failed to gain. First, ask the sales person how he/she thought the call went. Listen and take notes. Compare their comments with your own observations. From there, share your insights about the sales person’s performance. Then schedule a one-on-one meeting to outline specific next steps and to develop an action plan that will address the “choke points” that were demonstrated.

A few tips for the sales coach. First, schedule these calls with your sales people. Do not wait for them to schedule.

Be proactive and select the calls to join. Secondly, observe the sales person during the call. Be present during different stages of the process so you know how the sales person opens, nurtures and closes a sale. Always do a pre-call before the meeting so that the sales person is prepared and so that later you can listen and absorb what is happening on the call. Make sure that the sales person is prepared to conduct the perfect sales meeting because you are there to observe. During a joint call, the coach’s role is defined as supportive, not as main character. This means that when you are on a joint call, you must let the sales professional run the meeting and make mistakes so that he/she will learn. If you “rescue”, this will not happen.

That being said, you probably wouldn’t let a sales person blow the sale of a lifetime. However, you should not ask a critical question that the sales person has neglected to ask. If you think you must assist, address the sales person with a question. As an example, if the sales person has forgotten to get clarity on the decision-making process, you should ask him/her about it. This would sound something like – “Mary, I must have missed this in the conversation – what is the decision-making process?”

You can access Tony’s entire eBook, 9 Keys to Sales Coaching Success, on Tony’s Sales Brew Blog. Make 2013 your year to become an even more effective sales coach!

Tony Cole, CEO of Anthony Cole Training Group
http://www.anthonycoletraining.com

Download Tony Cole’s Free eBook – 9 Keys to Successful Sales Coaching at http://blog.anthonycoletraining.com/free-ebook-9-keys-to-successful-coaching/

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How to use Google+ for Online Marketing?

Google joined the ranks of the top social networking sites when they released Google+. This simple, and free, tool allows you to connect with your audience, share information, and even stream online content. Like other social networking sites, it can be used to brand your business. However, Google+ may offer some benefits to your brand that you just can’t find anywhere else. Continue reading

Leadership Makes the Difference

John Maxwell has a saying that everything rises and falls on leadership. There are various definitions of leadership. A simple definition says that leadership is “the position or function of a leader, a person who guides and directs a group” (Dictionary.com). We can add that leadership helps an organization to accomplish its strategic goals. The quality of leadership determines the success of an organization. Weak leadership can potentially undermine and destroy organizations while strong leadership can facilitate the success of organizations. There are numerous characteristics of weak leadership, which must be avoided.

Weak leadership lacks vision and purpose. Vision is a picture of where the organization needs to go and in some instances a picture of where the organization must go. Leaders must be forward looking while realistically assessing the status of the organization. The 21st century is a fast paced, rapidly changing period; everything seems to be in fluid motion. This is the context in which leaders have to operate. While there may be various ways to develop vision-such as reflection, praying, meditation, talking to others, assessing trends-leaders must find that vision. Likewise, leaders must have a strong sense of purpose. They must know why they are in the organization; they must know their role; they must know why the organization exists. Weak leaders’ struggle to find vision and purpose has a detrimental impact on an organization.

Weak leadership is characterized by poor relationships with others. The old adage says, “People don’t care how much you know, until they know how much you care.” A model of leadership that is totalitarian and treats people indifferently will not be successful over the long term. People are not commodities to be readily discarded when leaders feel they have outlived their usefulness. Strong leaders value people and invest in building win-win relationships that are mutually affirming and empowering. When people are treated well, they will generally be more productive and are more likely to be committed to their tasks and to the organization.

Weak leadership can often be attributed to insecurity. Weak leaders are plagued by self-doubt. They question their competence to get the job done. Unfortunately, they try to disguise this by pretending to be confident: a false sense of bravado that masks the fear inside. They tend to hinder the development and potential of others because they feel threatened by the success of others. Weak leaders are often afraid to take the risks that are essential to growth. They readily maintain the status quo because they are intimidated by and afraid of change. Strong leaders know who they are and are comfortable with who they are. They approach their responsibilities from a perspective of confidence without giving into the vice of arrogance.

Weak leadership is evident in the inability to resolve problems and conflicts. Weak leaders often have poorly developed problem-solving skills. Much innovation in organizations is due to attempting to solve a problem. Leaders who can’t come up with creative solutions to challenges are going to be unable to propel an organization forward. Organizations involve a complex of relationships, which makes conflict inevitable. Strong leaders are not people pleasers, but they implement strategies to deal with and eliminate conflict. They foster healthy give and take relationships that keep the organization vibrant and productive. Morale is high in environments where conflicts are resolved. High morale is one of the critical factors in a high producing environment.

Weak leadership is marked by the lack of integrity. Dictionary.com defines integrity as “adherence to moral and ethical principles; soundness of moral character; honesty.” The scandals in various sectors-government, church, business, education-reveal the damage that is caused by a lack of integrity. Morality has become a highly subjective matter and it is those damning shades of gray that put us in trouble. However, the rule of thumb is to do to others what you would have them do to you and don’t do to others what you won’t want them to do to you. Taking unethical shortcuts will always return to bite you in the derriere.

Weak leadership is seen in a lack of organizational skills. Leaders may not be first rate administrators but they must still have the ability to organize themselves and their tasks. Without such organizational acumen, leaders will be inefficient and ineffective. The triple constraints in project management are time, cost and quality. Any imbalance in these three areas will affect the viability of a project. Project managers as do other types of leaders must be able to organize. Weak leaders “fly by the seat of their pants” and land very painfully. A key component of organization is planning. A cliché states that if you fail to plan, you plan to fail.

Weak leadership is evident in the lack of solid core values. Core values are those values that leaders strongly believe in and practice. Martin Luther King Jr. stood for the value of racial equality and he was willing to and did die for this value. Leaders must be passionate about their core values. A passionless leader without strong convictions will not motivate persons with any substance. Core values are more caught than taught, so leaders must get inspired by other leaders who are having an impact in their sphere of influence.

There are many things that characterize weak leadership. However, the good news is that leaders can improve – the lid of your leadership can be raised. Leadership is about ongoing development – the more I learn and apply, the more I grow. Weak leaders must recognize their deficiency, be willing to do something about it and do something about it. There are numerous, excellent resources that can help struggling leaders to improve from books to articles, to mentors, to conferences, to coaching; the resources are limitless. Invest in your leadership development; you will feel better about yourself and your organization will thrive.

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Life is About Choices and the Decisions We Make

https://encrypted-tbn1.gstatic.com/images?q=tbn:ANd9GcQADofZWCz5BjaRSoTXMYpP6lGEmr3KZ-VKlLQ0aAcDMQR0132O1wLife is like a road. There are long and short roads; smooth and rocky roads; crooked and straight paths. In our life many roads would come our way as we journey through life. There are roads that lead to partnerships, marriage, and spiritual discovery. There are also roads that lead to fame and fortune on one hand, or isolation and poverty on the other. There are roads to happiness as there are roads to sadness, roads towards victory and jubilation, and roads leading to defeat and disappointment.

Just like any road, there are corners, detours, and crossroads in life. Perhaps the most perplexing road that you would encounter is a crossroad. With four roads to choose from and with limited knowledge on where they would go, which road will you take? What is the guarantee that we would choose the right one along the way? Would you take any road, or just stay where you are: in front of a crossroad? Continue reading

Examples of Good Coaching

By its definition, one can already figure out the value that coaching brings to an organization, to its executives, down to the ordinary people. Coaching is working one-to-one with a qualified, a one hundred percent dedicated mentor. The coach conveys updated information to his clients, focusing time and effort training on them. These are all for the advantage over the life and business of the customers. He focuses even more; far beyond the transfer of learning to a client. He aims to make a “change in attitude” on the client’s side. Difficult it may seem at first, because it involves a trial-and-error process. Nevertheless, when coaching is focused coincidentally on the right people or organization, attitude can change very rapidly. A good example of coaching that almost “says it all” is established in the definitions of coaching by Peterson & Hicks (1996) describing it as “the process of equipping people with the tools, knowledge, and opportunities, they need to develop themselves and become more effective.”

Merely focusing on transfer of information is a weak approach to coaching. Here are some good coaching examples:

• Sales Coaching- one that is active, enabling those receiving the coaching to have real opportunities to practice, integrating new behaviors and attitudes into their repertoire of skills and abilities.
• Business Coaching- members highly participating and geared solely to the client’s needs and there is an exchange of ideas and concepts through dialogue.
• Life Coaching- must lead to better retention or promote and stimulate much more interest in life, moving forward as a result of an immediate action.
• Mindset Coaching- addressing behavior and attitude change very quickly and helping others learn exceptional performance in difficult times.

Those are a few good examples of coaching, which gives everyone the opportunity to apply and show real learning. It is precisely tailored for the client and ‘where they are’ now, it enables the client the opportunity to find, apply and commit solutions to their issues. Today no training can compete with coaching in getting a higher level of learning and personal improvement. Training alone cannot guarantee any learning at all.

Recipients of coaching, particularly the leaders of organizations and business establishments have viewed it as a way of enhancing the success and reducing the risks of failure. It has also become a serious observation that there is a positive impact on sales representatives whose bosses became better coaches. Likewise, many of professionals finally seek coaching because they believe it works.

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