The world is now in more chaos than complexity. There will be growth that eventually comes from this, but coaches and salespeople need to focus on relationships with people and let them know that they matter and that they care about them. John Golden is hosting the interview with Bill Eckstrom, the president and founder of EcSell Institute, who has spent his whole career in the sales arena. EcSell Institute helps organizations to measure, train, implement, track, and analyze coaching impacts on the workplace. He recently published the book “The Coaching Effect: What Great Leaders Do To Increase Sales, Enhance Performance, and Sustain Growth”.
This expert insight interview explores:
- Why do people struggle with coaching
- The “Growth Rings” model
- Coaching for improvement
Why do people struggle with coaching
When you think about why, or how one gets to a leadership position, it’s because they did a good job at selling. If you do your job well, people think you need to be a manager.
So then what happens when we put these people in positions and we never train them to be coaches?
Probably one of the major discoveries is that, when we look at high performing sales teams all across the world, there is the set of activities and behaviors that coaches do with the right frequency: guides, directions, and tracking, to know what are salespersons needs or are they doing the right thing, to drive the most performance.
The “Growth Rings” model
The “growth rings” is the model for understanding the environments and how those environments impact our growth. Stagnation or when things go backward is an environment. Chaos could be an environment too and it doesn’t promote growth. Order is what people really want, it creates comfort and it promotes growth and the main thing to achieve order is to care about your team and to acknowledge their work.
Coaching for improvement
Growth comes mainly from the field of discomfort. You need to see the opportunity in every situation and you have to have the right mindset. Almost 6 out of 10 team leaders are not showing their people that they care about them. When that happens, people don’t want to do the work. The CEO should be making sure that the executive team feels like he or she cares and they will probably do more with less stress in a healthy environment. What we see the best leaders have done and will continue to do is – ask questions. There is so much power in that. It’s capitalizing on the intellectual capacities of all of the people in your team. The best leaders are going to sit back and watch right now, ask questions and when we come out of this, they will be more prepared because there’s power in that.
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.