31 Inspirational Sales Coaching Tips by Keith Rosen

by Keith Rosen

The new A.B.C.s of Leadership: Always Be Coaching.

Here are 31 tips and ideas for sales coaching or self-coaching.

That’s one tip for each day of the month. Stay motivated so you can motivate others!

Tip # 1

If you find what you’re doing to be uncomfortable, it’s probably the right thing to do to achieve greater results.

Tip # 2

What do you coach? You coach the gap. Build a bridge that takes your people from where they are today to where they want or need to be. 

Tip # 3

What you fear isn’t real. 

Tip # 4

Help your salespeople direct their thoughts toward what they want to create (pleasure), rather than what they want to avoid (fear, pain, or consequence). 

Tip # 5

Rather than exploit all of the reasons why you won’t succeed, develop the reasons why you will! 

Tip # 6

Changing your perception or beliefs empowers you to tap into the greatest freedom you have: your freedom of choice.

Tip # 7

Make fear your ally rather than your adversary so that you can learn and grow from it. Then help your salespeople do the same.

Tip # 8

The best coaching questions are ones you don’t know the answer to. If you already know the answer, then you’re closing, not coaching.

Tip # 9

Directive coaching is an oxymoron. If you’re being directive, then you’re not coaching people to create a new solution or possibility.

Tip # 10

Detach from the outcome to respond effectively to each situation and eliminate the chance of unfulfilled expectations.

Tip # 11

Be present. The creation of new possibilities only occurs in the moment; not in the past or future.

Tip # 12

Rather than make costly assumptions that can destroy coaching opportunities, base your decisions and strategies on the facts.

Tip # 13

You can talk yourself right out of an effective coaching opportunity. Be cognizant of how directive you are being.

Tip # 14

The amount of value received from coaching will be determined by the person you’re coaching, not by you.

Tip # 15

Coaching is not an event-based activity but something that’s done in practically every conversation.

Tip # 16

People respond in amazing ways when you give them space and support to work through a challenge on their own.

Tip # 17

Remember the new A.B.C.s of leadership: Always Be Coaching!

Tip # 18

Why is observation important? Because nobody can see his or her own blind spots.

Tip # 19

Without trust, coaching can’t be effective. Instead, you’ll likely feel your directs are just telling you what they think you want to hear.

Tip # 20

Definition of Coaching: The art of creating a new possibility.

Tip # 21

Are you coaching your salespeople or judging them?

Tip # 22

The exaggeration of the truth leads to the dilution of one’s integrity.

Tip # 23

People won’t always remember the product, service or deal you offered them. But they will always remember how you made them feel.

Tip # 24

Who you are is always more important than what you do.

Tip # 25

Avoid coaching in your own image and tap into your people’s individuality.

Tip # 26

Paradox: Believing you have no time to coach your team actually costs you more time.

Tip # 27

Regardless of your company culture, your team interacts with you every day. In essence–you are the culture.

Tip # 28

If you’re thinking about the next question to ask when coaching, you’re not listening! Actively listen.

Tip # 29

To engage in activities needed to reach your goals, if you don’t have the appointment, you don’t have the commitment. Schedule it.

Tip # 30

To shift from being a data manager to a people manager, make coaching and observation your priority.

Tip # 31

Most important question to ask yourself every day, “What can I do today to make my people more valuable than they were yesterday?”


Go to our website:   www.ncmalliance.com


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