Coaching is fundamental to growth, as a Novi, MI sales training professional who has thirty years of experience can explain. It is a critical element of learning, yet different than teaching. Coaching is where the new ideas presented (or taught) gain context. Taking action to install the ideas is coaching. Think of it as where "the rubber meets the road."
Everyone reading this was a child. I will assume most of you learned to ride a bicycle. Someone explained the concept to you, or you watched other kids riding around a play ground or street. They had some freedom, and it looked fun. You sat on the bicycle, started off and pedaled. Easy enough.
My father told me to wait until he got home to ride the green Schwinn with a banana seat. Waiting all day seemed ridiculous when all I had to do was get on, and go. I rolled the bike out to the large asphalt playground behind my backyard. I learned about balance and gravity very quickly.
The bike seat was not adjusted to my needs. A little fact that my father didn't share. This was long before helmets were a thing. Training wheels weren't an option in my family. Things did not go smoothly. My head was fine, but both knees, my testicles and right elbow were not.
The coaching I received from my father (after the scolding) was less than nurturing. He helped us understand balance. He showed how adjusting my seat was important to reach the ground easily and to gain balance at the start. Ten minutes of coaching, and I was on my way to riding a bike without scrapes and bruises.
As an 8 year old I was coachable. My goal was urgent, and important. As with many of my lessons in life, I learned the hard way that I needed help. I didn't realize until writing this post for you. I have always sought coaching and mentoring. I don't know for sure, but I think banging my privates on the top tube of my Schwinn made me crave coaching.
Back to sales coaching...this past week I relearned something about being a better coach - the hard way. It is my job as a sales coach or fractional sales manager to make adjustments to serve the salesperson.
When a salesperson, business owner, or child thinks they have it all figured out, one coaching skill is key. It bridges the gap. I have always struggled with this area in my life - even as the 8 year old. Patience!
In the role of a salesperson, I can be patient with a prospect. In the role of a sales coach who has won a Gold Medal award from Top Sales Awards, I must work with individuals who do not want coaching or to change. This requires significant patience, but also something else. Trust.
You probably trusted the person who helped you get on a bike and ride. As a sales coach I don't inherently have that trust with each sales person or business owner. I have to establish it, and earn it. This takes time, patience, and self awareness.
My DISC profile shows I am a high D. My Predictive Index profile is consistent. This means I must adjust from my natural tendency, I can take a directive point of view. Some say I can be like an old school football coach. This is where I must adjust my style to meet the salesperson where they are.
Leaders are more likely to have the same tendency as me. So, if you do, you might find coaching a struggle with some of your team. That's okay, but we must be self aware and flex our style to help our team.
4 Tips For Meeting Individuals Where They Are
1) Build Trust First. Your employee must feel you are trying to help them grow. You are not asking them to try something different because they are wrong, but to reach their goal faster. Do you know what their goals are? Not, the business goals, but their personal goals. Assist them in developing a personal goal that they can achieve through their roles on the team. This speeds trust.
2) Elevate Your Coaching. This means being patient, and asking more questions. Understanding their reluctance. Acknowledging their concerns. This will build trust. It will help you understand their thinking. This understanding allows you to focus your coaching on the right areas.
3) Prepare To Coach. You must be present in the coaching session. You must let the chaos around your day go, and be with this employee in the coaching session. This is difficult to do, but it is your responsibility. Be careful of when you schedule coaching sessions to give you time to prepare.
4) Have A Goal. Focus each session on one issue or idea. The context is about the employee. This is an important point - the employee needs one take away from the session. ONE. If one thing is meaningful to their goal, the coaching session was successful.
Having a philosophy or model around coaching is something you can develop. I focus on what is interfering with the individual's potential.
There is one big question I want to leave you with: What stops you? What stops you from being in the moment? What stops you from doing the thing you know you need to do?
If you need help answering that question, contact Helix Sales Development for help with coaching your team.
