Alan Stein Jr.: As a performance coach this interview looks at the benefits of a coach from a business perspective. Coaches are essential in an athletic context and should be from a business perspective as well. To perform at a high level, to have the confidence to know that they have put in the work to deserve to be successful; blended with the knowledge that they can still get better and there are people that can help them get better. Performance coaching will build confidence in yourself, your team and be demonstrated in performance. Master the basics and you will raise your performance and raise your game.
This Sales Expert Interview covers:
- What is holding your back to be the best
- How to help others gain self-awareness
- What is coach-ability
- Sales effective coaching
In a corporate context, what is holding people back from being the best they can be?
A world-class sales professional should be similar to a world-class athlete in the things practiced daily: mindset, habits, routines, rituals and discipline.
How do you help people with gaining self-awareness?
The key to self-awareness is acknowledging your blind spots. How you view yourself is it in alignment with the way the rest of the world sees you? Self-awareness is not an arrival but rather a process of continuous development.
What is coach-ability:
Humility and openness are the keys to being coach-able. A good coach can see what you can’t see. Elite performers crave the feedback that improves their craft.
Sales manager/ sales leader: no one teaches you to be a coach:
A critical piece to being an effective sales manager or leader is to be a coach to your team. The best tools are the ability to listen and ask the right questions so they find the right answers within themselves. Doing that enough teaches decision making and builds confidence.
Investing in yourself:
If you want your team to be better, you need to also be prepared to get better. People often do not know how to practice to get better at sales and work on the basics. Best coaches make their practices as close to game situations as possible. The best player in the world says the reason he is the best is that he never gets bored with the basics. The basics work. Just because something is basic does not mean it is easy.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.