You do not need to be a Sales Manager or Business Owner to benefit from reading and learning from Linda Richardson’s classic business book…Sales Coaching.
Coaching takes Strength!
One of my favorite quotes from Sales Coaching (on page 91) is: “Coaching takes Strength – real emotional muscle” It is a privilege when you are in the coaching role. Ask questions and let people come to their own conclusions.This shows respect and allows learning and growth to occur. By asking questions, you can establish a dialogue based on actual behaviors. These conversations can then take place over time and be referenced in different situations.
Sales Coaching Can Reinforce
My only critique of Sales Coaching is the author’s point that “coaching is about how to change by doing things differently.” Most really good business people find what works and do it over and over again. They find the best practices, or success habits, of achievers and pattern their attitudes and behavior to reach new levels of performance. There are times to get people to change their behavior and there are times to reinforce what people are doing right. Saying “coaching is all about how to change” sounds like a cliché.
Compare sales coaching to a really good golf lesson
The best golf instructors observe, ask questions, and make small changes over time. One lesson that I took involved being recorded on a digital recorder. My swing was compared to the swing of a golfing professional. The technology allowed frame-by-frame assessment. My golf coach pointed out my strengths and areas of improvement. Small changes were made and my golf game improved. This also allowed me to develop a deeper understanding of the game so I could enjoy it to the fullest.
A coaching mindset in business follows a similar theme because asking questions helps the people understand their best qualities.
- This instills the confidence to make small changes.
- This works with co-workers, family members and children.
- Praise is a powerful, positive and wonderful motivator!
Coaching Toolkit Available
Sales Coaching gets a recommendation as both a skill building book and a tool kit. There are plenty of examples with excellent questions. There are also checklists and forms that you can use as resources.