Hey all, it’s John Golden here. I recently had an enlightening chat with John Crowder, VP of Healthcare at Integrity Solutions. We discussed the huge impact emotions and coaching have on sales teams. Here are some top takeaways.
Sales Leaders Set the Tone
John and I talked about how sales managers shape team engagement and performance. We agreed the #1 reason people leave jobs is their boss. So, leadership style significantly affects employee engagement.
Many sales leaders get promoted for sales skills without leadership training. But managing and coaching are very different. Coaching involves asking questions and guiding, not ordering. It takes the same skills as selling – helping people find solutions.
Beliefs Drive Actions
We also discussed how belief systems shape sales and leadership approaches. Effective coaching and leadership have profound impacts on sales organizations.
Authenticity Builds Trust
Next, we talked about building authentic relationships in sales. John mentioned “message fatigue” – when customers have heard the sales pitch so often that rapport matters more.
Being authentic and helpful is critical to gaining trust and standing out now. But salespeople often aren’t taught to be genuine.
Coaching Develops Talent
We emphasized that coaching should be routine, not a low priority. It’s vital to focus on strengths, not weaknesses. Leaders must create an environment where people learn from mistakes without fear.
Many organizations lack coaching and leadership development. Over 60% of leaders define coaching themselves. So, there’s no shared mission or focus on developing teams.
The Human Element
John explained Integrity Solutions’ impressive 50-year client list across industries. He said they focus on bringing humanity back into business interactions. This priority on human connections benefits professional and personal relationships.
In summary, our chat highlighted the need to better train salespeople and leaders in relationship-building. It also underscored Integrity Solutions’ focus on human elements in business.
Let me know if you have any other key takeaways! I’m happy to discuss more.
Comments