Introduction: In the fast-paced world of sales, success often hinges on the guidance and mentorship one receives. Whether you're a seasoned sales professional or just stepping into the field, the right mentorship can make all the difference. "Sales Mentor: A Training Book With Exclusive Content" is a comprehensive guide designed to equip you with the skills, strategies, and mindset needed to excel in sales. This book goes beyond the basics, offering exclusive insights and techniques from seasoned sales mentors to help you reach new heights of success. Chapter 1: Understanding the Sales Landscape Before diving into the specifics of sales techniques and strategies, it's crucial to have a solid understanding of the sales landscape. This chapter provides an overview of the modern sales environment, including market trends, customer behavior, and emerging technologies. By grasping the broader context of sales, you'll be better equipped to navigate its complexities and adapt to changes effectively. Chapter 2: The Role of Mentorship in Sales Success Mentorship plays a pivotal role in the development of sales professionals. In this chapter, we explore the significance of mentorship and how it can accelerate your growth and success in sales. Drawing on insights from experienced mentors, we delve into the qualities of effective mentors and how to cultivate meaningful mentor-mentee relationships. Additionally, we discuss the benefits of both formal and informal mentorship and how to leverage them to your advantage. Chapter 3: Building a Growth Mindset A growth mindset is essential for success in sales, as it empowers individuals to embrace challenges, learn from setbacks, and continuously improve. This chapter focuses on cultivating a growth mindset and overcoming common barriers such as fear of failure and self-limiting beliefs. Through practical exercises and real-life examples, you'll learn how to adopt a mindset of resilience, curiosity, and adaptability, enabling you to thrive in the dynamic world of sales. Chapter 4: Mastering Sales Fundamentals Effective salesmanship relies on a solid foundation of fundamental skills and techniques. This chapter covers essential sales concepts such as prospecting, qualifying leads, delivering persuasive presentations, and handling objections. From cold calling to closing deals, you'll gain valuable insights and strategies to enhance your sales effectiveness and drive results. Chapter 5: Leveraging Technology for Sales Success In today's digital age, technology plays a pivotal role in sales enablement and productivity. This chapter explores the latest tools, platforms, and technologies reshaping the sales landscape. From customer relationship management (CRM) systems to sales automation software, you'll discover how to leverage technology to streamline your workflow, personalize customer interactions, and gain a competitive edge in the marketplace. Chapter 6: The Art of Relationship Building Sales is fund

1. See discussions, stats, and author profiles for this publication at: https://www.researchgate.net/publication/280808034
A Guide to Coaching and Mentoring
Presentation · August 2015
CITATIONS
0
READS
1,472
1 author:
Olivier Serrat
Georgetown University
640 PUBLICATIONS 2,675 CITATIONS
SEE PROFILE
All content following this page was uploaded by Olivier Serrat on 23 November 2021.
The user has requested enhancement of the downloaded file.

2. The views expressed in this presentation are the views of the author/s and do not necessarily reflect the views or policies of the Asian
Development Bank, or its Board of Governors, or the governments they represent. ADB does not guarantee the accuracy of the data included
in this presentation and accepts no responsibility for any consequence of their use. The countries listed in this presentation do not imply any
view on ADB's part as to sovereignty or independent status or necessarily conform to ADB's terminology.
A Guide to Coaching and
Mentoring
Olivier Serrat
2015

3. Coaching and Mentoring at Work
High-performance organizations know that a company is only as
good as its people. They place strong emphasis on personal
attributes in selecting and developing personnel. However, this
does not come without challenges, not least of which may be
(significant) gaps in the experience, knowledge, attitudes, skills,
aspirations, behaviors, or leadership required to perform
demanding jobs. Formal training courses may vaunt wholesale
transfer of these; but personnel will not likely stretch to their full
potential without dedicated guidance that inspires, energizes,
and facilitates. In the 21st century, good coaching and mentoring
schemes are deemed a highly effective way to help people,
through talking, increase self-direction, self-esteem, efficacy, and
accomplishments.

4. Coaching or Mentoring?
Coaching or mentoring? Academics and practitioners
debate the meaning of each word but they are learning
and development activities that share similar roots. Both
coaching and mentoring are an approach to management
and a set of skills to nurture people and deliver results. A
coach will also mentor and a mentor will coach too based
on the situation and relationship.
Possibly, a distinction one might make is that the coaching
does not necessarily rely on the specific experience and
knowledge of the coach being greater than that of the
client, and may emphasize cross-disciplinary skills. Also,
mentoring usually refers to one-on-one relationships,
whereas coaching can target both individuals and teams.

5. Applications
Coaching and mentoring can be used whenever performance or
motivation levels must be increased. There are many applications,
each to be looked at from as many points of view as possible.
Recurring opportunities relate to developing careers, solving
problems, overcoming conflicts, and remotivating personnel. In all
instances, feedback should be specific, factual, and objective. Ideally,
the final stage of a coaching and mentoring cycle should form a
platform from which to initiate another, with a view to long-term
learning and development.

6. Why and How to Coach and
Mentor
Building Skills:
Setting up
opportunities for new
skills to be learned
and practiced.
• Use coaching and mentoring to break up large-scale
tasks into smaller ones, gradually introducing new
skills.
• Before selecting a training program, coach and
mentor personnel to identify performance targets
they want to achieve.
Progressing Projects:
Overseeing progress
and monitor any
problems on projects.
• Link coaching and mentoring sessions with progress
reports over the life of the project.
• Work through problems that could hinder the
successful completion of the project.
Developing Careers:
Preparing personnel
for promotion or
show them a clear
career path.
• Work on coaching and mentoring goals that could
result in recognition of the personnel's
achievements.
• Focus on long-term projects that are challenging
and bring out potential, rather than small-scale
jobs.

7. Why and How to Coach and
Mentor
Solving Problems:
Helping personnel
identify problems
and possible routes
to a solution.
• Encourage personnel to define the problem and to
come up with their own route to a solution.
• Remain sympathetic to the personnel's difficulties,
while encouraging them to deal with problems
robustly.
Brainstorming:
Directing the creative
input of the team to
keep projects on
track.
• Accentuate the generation of creative options
rather than getting bogged down in problems.
• In team coaching and mentoring, take a lead by
offering creative ideas of your own, and then invite
the team to assess them.

8. Why and How to Coach and
Mentor
Overcoming
Conflicts: Diffusing
disagreements
among team
members.
• Coach and mentor personnel to develop greater
insights into others' perspectives and therefore
avoid misunderstandings.
Remotivating
Personnel: Restoring
enthusiasm and
commitment within the
team
• Establish people's needs and aspirations and link
these to performance targets.
• Be prepared to dig for the issues that really concern
the person and be ready to talk them through.

9. The Coaching and Mentoring
Process
For any single
coaching and
mentoring goal
there is a cycle
of six basic
stages, each of
which hinges on
effective
questioning,
active listening,
clear feedback,
and well-
organized
sessions.
• First, the mentor-coach and the client get to know one
another to establish clarity and rapport, engage, and
agree what the goal is.
• Second, they discuss the current reality, to which the
mentor-coach will adapt the coaching and mentoring
style.
• Third, they explore available options, informed by an
assessment of the client's skill and will.
• Fourth, they identify and commit to a course of action
(at a pace the client is comfortable with) in line with
shared expectations (that might involve training).
• Fifth, the client implements the agreed actions with the
support of and clear (meaning constructive and positive)
feedback from the mentor-coach.
• Sixth, the mentor-coach and the client consider what has
been learned and how they might build on that
knowledge, possibly by initiating a new coaching and
mentoring cycle.

10. The Skill–Will Matrix
Guide, Coach
Delegate,
Empower
Direct,
Supervise
Engage, Excite
High Will
Low Will
Low Skill High Skill

11. Structured Coaching and
Mentoring
Definition
• Agree on performance goal
Analysis
• Understand the present position
Exploration
• Explore available options
Learning and Development
• Implement agreed actions
Action
• Identify and commit to actions
and to the approach to coaching
and mentoring
Evaluation
• Review experience and specify
next steps

12. The Role of Emotional Intelligence
All the while, the mentor-coach should, with
empathy and sensitivity, encourage the client
to come to his or her own conclusions.
Mentor-coaches must have a high degree of
emotional intelligence, viz., self-awareness,
self-regulation, self-motivation, social
awareness, and social skills. This is essential
to achieving a good relationship that
combines autonomy and shared
responsibility toward accomplishment of the
performance goal. Last but not least,
everything that is said must remain
confidential.

13. Further Reading
• Serrat, Olivier. 2008. Conducting Peer Assists. Manila: Asian
Development Bank. www.adb.org/publications/conducting-
peer-assists
• ——. 2008. Managing Knowledge Workers. Manila: Asian
Development Bank. www.adb.org/publications/managing-
knowledge-workers
• ——. 2008. Action Learning. Manila: Asian Development
Bank. www.adb.org/publications/conducting-peer-assists
• ——. 2009. Working in Teams. Manila: Asian Development
Bank. www.adb.org/publications/working-teams

14. Further Reading
• ――. 2009. Understanding and Developing Emotional
Intelligence. Manila: Asian Development Bank.
www.adb.org/publications/understanding-and-developing-
emotional-intelligence
• ——. 2009. Coaching and Mentoring. Manila: Asian
Development Bank. www.adb.org/publications/coaching-and-
mentoring
• ——. 2009. Building Trust in the Workplace. Manila: Asian
Development Bank. www.adb.org/publications/building-trust-
workplace

15. Further Reading
——. 2009. A Primer on Organizational Learning. Manila: Asian
Development Bank. www.adb.org/publications/primer-
organizational-learning
——. 2012. On Knowledge Behaviors. Manila: Asian
Development Bank. www.adb.org/publications/knowledge-
behaviors

16. Quick Response Codes
@ADB
@ADB Sustainable
Development Timeline
@Academia.edu
@LinkedIn
@ResearchGate
@Scholar
@SlideShare
@Twitter
View publication stats