4 Reasons Why Sales Managers Should Spend More Time on Coaching
What makes top sales managers stand out? They spend more time coaching the member of their teams. Why does it make them stand out? Here are 4 reasons.
The Harvard Business Review has been researching managers who coach their team members, to see what distinguishes them. What stood out in interviews with hundreds of managers who do coach their direct reports is their mindset: They believe in the value of coaching, and that coaching is a natural part of their managerial toolkit. They are not professional coaches, just people who manage a group of busy, hard-working individuals.
They gave 4 reasons as to why they put emphasis on sales coaching.
Number one – top sales managers see coaching as an essential tool for achieving business goals.
The excuse of lack of time to coach isn’t an option if you think coaching is a “must have” rather than a “nice to have.” Extremely talented people are hard to find and recruit. If you are known as a manager who will help those people thrive, they will gravitate to you and reward you with loyalty.
Number two – good sales managers enjoy helping people develop.
They believe that every person has the potential to develop. After all, if they did not, then why are they employing them? They know that getting the best out of people means creating an environment where they can excel by adapting their style to that of the person being coached.
Number three – sales managers who coach are curious.
They are passionate about finding out more on:
- the problems people run into,
- where the gaps and opportunities are,
- improvement opportunities and
- its positive impact.
This curiosity facilitates the coaching dialogue, creating a safe environment for the learner to share perceptions, doubts and mistakes.
Number four – great sales managers demonstrate empathy.
They create an atmosphere where they can step into the shoes of each person.They say “We all have a job to do, we’re all important, and no-one is irreplaceable. Ultimately, no one is above anyone else. We just need to work together to see what we can accomplish.”
If you want your managers to coach their teams the business must promote coaching as an integral part of the role and motivate the manager to develop a
sales coaching mindset.
All too often, managers focus on their own personal targets. Consequently, they neglect coaching. If the emphasis were to shift to a coaching mentality, team performance would improve, as individuals would contribute more.
It is interesting that in the world of sport, coaching is a vital element in bringing a team together and developing them to perform to their optimum level. Imagine if a Football Manager said “I don’t have time to coach.”
Finally, always remember:
Coaching is about them, not you!
If you would like to know more about coaching your teams, or are interested in being coached, then contact Sue Biddle. If I can’t help you then I almost certainly will know someone who can.