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Uploaded byMark Wayland
ASTD Denver
Sales managers often fail at coaching for four main reasons: they see coaching as a low priority, confuse it with training, claim they don't have time for it, or experience self-doubt. However, coaching is crucial for improving sales team performance. To be effective coaches, managers must make coaching a clear priority, understand how it differs from training, find small amounts of time each day to coach, and get comfortable providing feedback to reps to help them improve.
ASTD Denver
- 1. FOUR REASONS SALES MANAGERSFAIL at COACHING AND WHAT YOU CAN DO ABOUT IT! Mark Wayland The Last 3 Feet
- 2. Speaking Australian • GoodMorning ………. G’day • You’re Welcome ……..No Worries • Amazing ………………Crikey • A …………….…………………B • G’day G’day • Thanks for coming along today …No worries • I’m looking for 2 or 3 Crikey moments … So am I • Yeah, no worries
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- 4. Context – BigPicture – 3 x What’s Led to the Situation Concept – What’s the Idea? – 4 x Sales Managers Fail @ Coaching Content – What You Can Do About It Questions Close
- 7. Change in SalesManagement EFFECTIVENESS TIME
- 8. Why This? McKinsey: The#1 driver of sales team performance is the quality of their manager. Clever managers who coach well drive 19% more sales. Daniel Goleman (writing in the HBR) says that of the six different leadership styles he’d identified coaching was the least used of all – while pointing out that “although the coaching style may not scream ‘bottom-line results’, it delivers them.”
- 9. Why Now: Surveyby DDI: 1300 workers in US, UK, OZ, Canada, China, Germany, India, S.E. Asia 34% “only sometimes or never consider their leader effective” 37% “rarely or never motivated to give their best by their leader.” 60% “my boss damages my self-esteem” 50% actually want their boss’s job (why is there a lack of leaders?) Survey by the Hogan company (UK) Respondents were most likely to describe their worst boss as: Arrogant : 52% Manipulative: 50% Emotionally Volatile: 49% Micromanaging: 48% Passive Aggressive: 44% Distrustful of Others: 42%
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- 13. Weight Loss – aMetaphor for Sales Management
- 14. The reality is,according to the TV’s Biggest Loser’s Michelle Bridges, “80% who go on a diet will lose less than 10% of their weight AND be back where they started OR heavier 5 years later.” Actually that number is 95%, not 80%. (*Sydney Morning Herald Pg9, Jan 9, 2012)
- 15. Reuters Health Report(17th Jan 2012) said “(US) government researchers found that in 2009 and 2010, about 1 in 3 adults and 1 in 6 kids and teens were obese. The rates represent no change from 2007 and 2008 figures, and only a slight increase among specific demographics over rates from the late 1990s and early 2000s.”
- 16. Why the Lackof Change? Identification of Issue: We all understand the importance/ the need Information: We have more than enough data Programs for Change: How many diets/ exercise/ weight loss programs do you know of? coaching/ management/ leadership Results: Dismal
- 17. WE ACT FIRST OFTENIGNORING THE CAUSES - BiG PICTURE or CONTEXT
- 19. Three Causes (Context): 1.“Management Thinking” Pedigree 2.The Role “Human-ness” versus Employee 3.Emphasis on Measurements for “Success”
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- 21. THE INVENTION OFMANAGEMENT 1
- 22. THE INVENTION OFMANAGEMENT 2
- 23. THE INVENTION OFMANAGEMENT 3
- 24. 2. HUMAN-NESS Human -Industry/ Company - Role
- 25. HUMAN-NESS Outer Layers: The Role Middle Layers: The Industry/ Company Inner Layers: Human-ness
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- 28. 3. You Can’tManage What You Can’t Measure
- 29. Leading The Sales Lagging Indicators Process Indicators of Success of Success Product versus Knowledge
- 30. FOUR REASONS SALESMANAGERS FAIL @ COACHING 1.They See Coaching as a Fuzzy Priority 2.Coaching is Confused with Training 3.They Don’t Have the Time 4.Coaching Self-Doubt or Risk Aversion
- 31. 1. Coaching isA Fuzzy Priority
- 32. THIS IS WHAT"BAD SPELLING" LOOKS LIKE
- 33. THIS IS WHAT“POOR JUDGMENT" LOOKS LIKE
- 34. THIS IS WHATCOACHING SHOULD LOOK LIKE
- 35. Coaching is apart of your Management supervisory responsibilities – to improve the performance of others. Coaching? That’s just “soft management”, isn’t it?
- 36. 2. Coaching isConfused with Training (and other developmental roles)
- 37. And with theSports Coach that they see in movies and on TV
- 38. 3. They Don’tHave the Time
- 39. How to Bea Great Sales Coach 5 Minutes at a Time mark@theLast3Feet.com.au
- 40. 4. Coaching Self-DoubtOR Risk Aversion THE COACH’S NIGHTMARE
- 41. When in Doubt Do As I Would Have Done KOL Doctor Specialist Pharmacist = Network = 30 2 GP Nurse Sales Rep Sales Rep ©The Last 3 Feet P/L
- 42. Sales Rep Performance– What can possibly go wrong? Health Authority Politicians Drug & Payers Nurses Marketing Committees & HCPs ` Finance Guidelines Protocols SR Compliance Funding KOL’s & Formularies Prescriptions Medical Bodies Pharma Diagnostic Testing Company Advocacy Awareness Public Opinion GPs & Specialists Media Patients & Groups ©The Last 3 Feet P/L
- 43. If You Don’tHave This Don’t Bother
- 44. Bring Back theWhy = Understanding/ Uncovering 2 things 1.Their Need to BE THE SAME (join the Group/ Team/ Tribe) 2.Their Need to BE DIFFERENT (be Ranked in the Group)
- 45. Coaching, in it’ssimplest form, is a conversation What people want? notice me like me “touch” me do what I say miss me if I'm gone Ask. Talk about their needs. What do they focus on…. talk and do. How do they respond/ behave in different situations
- 46. Last Words: You’re acceptedas a MANAGER when the COMPANY says so You’re accepted as a COACH when the TEAM says so
- 47. Change is Subtle.Persist
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- 49. FOUR REASONS SALES MANAGERS FAIL at COACHING AND WHAT YOU CAN DO ABOUT IT! Mark Wayland mark@theLast3Feet.com.au How to Be a Great Sales Coach 5 Minutes at a Time 4 Reasons Sales Managers Fail at Coaching