In a recent episode of the Expert Insight Interview, John Golden from Sales Pop Online Sales Magazine and Pipeline CRM sat down with Navid Momeni, a top-ranking sales leader and business executive based in Toronto, Canada. With over a decade of experience in sales coaching and leadership, Navid shared his profound insights on the often misunderstood concept of sales coaching and the evolving landscape of sales leadership. This blog post delves into the key themes discussed in the episode, offering actionable advice and thorough explanations to help sales leaders and managers enhance their coaching practices and leadership styles.

Understanding Sales Coaching

Common Misconceptions

Navid begins by addressing the common misconceptions surrounding sales coaching. Popular culture portrayals of sales, such as those in “Wolf of Wall Street” and “Boiler Room,” have an impact on many sales managers. These narratives often depict sales as a high-pressure environment where managers must aggressively push their teams to sell at all costs. However, Navid argues that this approach is outdated and ineffective, especially in today’s remote working environment.

The Disconnect in Sales Management

A frequent issue Navid encounters when consulting with companies is a lack of awareness among sales managers about their team’s daily activities and performance metrics. Many managers are disconnected from their salespeople, leading to ineffective coaching and management. This disconnect has become even more pronounced since the onset of the COVID-19 pandemic, which forced many teams to adapt to remote work.

The Shift in Leadership Style

Adapting to the Current Environment

Navid emphasizes the need for sales leaders to adapt their leadership styles to the current environment. He recalls his own experience transitioning to remote management and the lessons he learned about accountability and support. He stresses that regardless of the circumstances, leaders must hold their teams accountable while also providing the necessary support and guidance.

The Myth of the Natural Manager

One of the key points Navid makes is that many sales leaders mistakenly believe that top-performing salespeople will naturally make great managers. This assumption often leads to poor outcomes, as the skills required for sales success do not always translate to effective leadership. He advocates for a more structured approach to promoting individuals into management roles, including shadowing and professional training to ensure they are equipped for the responsibilities of leadership.

Tailored Coaching Approaches

Recognizing Individual Strengths

Navid discusses the pitfalls of having a one-size-fits-all approach to leadership. Sales teams are diverse, often comprising individuals with varying strengths and weaknesses. When a manager imposes a single leadership style on a large team, it can create friction and hinder performance. Instead, he encourages leaders to recognize and leverage the unique strengths of each team member.

The Sports Analogy

Using a sports analogy, Navid compares effective coaching to the strategies employed by successful sports managers. He notes that the best coaches, like Pep Guardiola of Manchester City, focus on continuous improvement for all players, regardless of their current performance levels. This philosophy can be applied to sales teams, where leaders should strive to develop each individual’s potential rather than merely focusing on immediate results.

Focusing on Strengths

Holistic View of Team Members

A significant part of Navid’s coaching philosophy revolves around identifying and maximizing individual strengths within the team. He urges sales leaders to take a holistic view of their team members, recognizing that each person may excel in different areas of the sales process. For instance, one salesperson may be exceptional at opening doors, while another may excel at closing deals. By organizing the team around these strengths, leaders can create a more effective and cohesive unit.

The “Sniper Focus” Approach

Navid shares a practical approach he calls “sniper focus,” which involves concentrating on one specific area of improvement at a time. Instead of overwhelming team members with multiple areas for development, he recommends focusing on one skill—such as discovery or closing techniques—during a coaching session. This targeted approach not only helps individuals improve but also fosters a sense of accomplishment and motivation.

The Importance of Consistency in Coaching

Regular Coaching Sessions

Another critical aspect of effective sales coaching is consistency. Navid stresses that regular coaching sessions must be prioritized and treated with the same importance as sales meetings or performance reviews. If a leader frequently cancels or reschedules coaching sessions, it sends a message to the team that their development is not a priority. Consistent coaching demonstrates commitment and respect for the team’s growth.

Engaging and Enthusiastic Coaching

He encourages sales leaders to bring energy and enthusiasm to their coaching sessions, whether in person or virtual. If a leader is not fully engaged or is having a bad day, it may be better to reschedule rather than deliver a lackluster session. The goal is to create an environment where team members feel valued and motivated to improve.

Conclusion and Call to Action

In conclusion, Navid Momeni provides valuable insights into the evolving landscape of sales coaching and leadership. He emphasizes the importance of understanding individual strengths, adapting leadership styles, and maintaining consistent coaching practices. For sales leaders looking to enhance their effectiveness, Navid’s approach offers a roadmap for fostering a high-performing sales team.

For those interested in further developing their sales skills or leadership capabilities, Navid invites listeners to connect with him. He runs a sales consulting company called Sales Guru Global and has authored a book titled “How to Become a Sales Master,” with proceeds going to charity. His passion for sales and commitment to helping others succeed is evident throughout the conversation.

Listeners are encouraged to reach out to Navid for more insights and support in their sales journey. All relevant information about Navid and his work can be found below the video. Thank you for tuning in to this insightful episode!

By breaking down the key themes and insights from Navid Momeni’s discussion, this blog post aims to provide a comprehensive guide for sales leaders and managers. Implementing these strategies can lead to more effective coaching, stronger leadership, and ultimately, a more successful sales team.

Our Host

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

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.

I’m John, your host, and today I’m excited to share with you a fascinating conversation I had with Matt Phillips, a leadership coach and host of the Matt Phillips podcast. Matt, who is based in Denver, has a wealth of experience in sales operations and accounting, having worked with big names like Western Union, Marsh, and Robert Half. Our discussion revolved around sales archetypes and the challenges of transitioning from a salesperson to a sales leader.

The Challenge of Transitioning from Salesperson to Sales Leader

Matt and I delved into the common practice of promoting top-performing salespeople to sales leaders. We both agreed that this approach isn’t always successful. Being a successful salesperson doesn’t automatically translate to being a successful leader. As Matt explained, leadership requires a different skill set and mindset.

Understanding Sales Archetypes

We then moved on to discuss sales archetypes, which Matt describes as different ways individuals show up and interact with others in the sales field. He emphasized that there’s no right or wrong archetype, but it’s crucial for sales leaders to be self-aware and understand how they’re perceived by others. I couldn’t agree more that self-awareness is vital for career success.

Developing Self-Awareness

When I asked Matt for advice on developing self-awareness, he suggested paying attention to the words and phrases we use and capturing our thoughts on paper. He also highlighted the importance of understanding how different individuals prefer to be approached and adapting our leadership style accordingly.

The Importance of Consistency

We both agreed that successful salespeople are consistently consistent in their actions and behaviors throughout the day, regardless of the time. Matt suggested that leaders should also strive for consistency in their own actions and energy, but acknowledged that leadership consistency may look different from sales consistency. We discussed the challenge of teaching consistency and intentionality to team members and how to elevate them to the next level.

The Power of Coaching in Sales Leadership

Matt shared an example of a client who was surprised by her own success when they put together a formula for her achievements. This realization led to a shift in mindset and a desire to scale her success. We discussed the importance of coaching in sales leadership and how it differs from coaching in other fields. Matt, drawing from his experience working with athletes, emphasized the need for leaders to define their own leadership philosophy and style.

Clear Expectations and Communication in Leadership

We also touched on the importance of clear expectations and communication in leadership. We discussed the common cliché answers leaders give when asked about their leadership style and the need to go beyond those generic responses. Matt emphasized the importance of asking the right questions as a leader and how the quality of questions correlates with the quality of leadership.

The Power of Beliefs

Matt talked about the power of our beliefs and how they can influence our experiences. He shared a saying he grew up with in Colorado, “bad things happen in threes.” He explained that if he believes this to be true, then when something bad happens. Starts to anticipate two more bad things happening. Questioned why bad things don’t happen in fours or fives, and realized that it’s simply because that’s not the belief.

Shifting Our Perspective

Matt believes that understanding how our brain works and shifting our perspective can be a game changer in all areas of life. He shared a personal experience where he needed a new marketing firm and instead of dwelling on the difficulty of finding one, he told himself to find someone who has a connection to a good marketing firm. Within 60 seconds, a name popped into his head, and it turned out to be the CEO of an advertising company.

In conclusion, our conversation with Matt Phillips was enlightening, providing valuable insights into the transition from salesperson to sales leader, the importance of self-awareness, consistency, coaching, clear communication, and the power of beliefs. As Matt’s coaching approach integrates success psychology, it’s clear that shifting our perspective and understanding how our brain works can indeed be a game changer.

Conquering Entrepreneurial Challenges: Insights from Coach Dan Gordon

In a recent podcast, I had an eye-opening chat with Coach Dan Gordon, a seasoned business coach, speaker, and author. Our conversation delved into overcoming setbacks, the journey of authenticity in sales, and the collaborative essence of entrepreneurship.

Coach Dan’s Transformative Journey

We started with Coach Dan sharing his remarkable entrepreneurial journey, navigating from a significant setback in 2016 to becoming a sought-after speaker. His story highlights the resilience needed to thrive in the unpredictable world of entrepreneurship.

Coach Dan candidly revealed his approach to overcoming setbacks, emphasizing the need for support and collaboration. He stressed that setbacks are part of the entrepreneurial ride and should be embraced as opportunities for growth.

Authenticity in Sales: A Game-Changer

Our discussion touched on the power of authenticity in sales, with Coach Dan sharing practical insights. He highlighted the importance of understanding customers’ concerns, fostering genuine connections, and solving problems to build lasting relationships.

We debunked the myth of entrepreneurship as a solo journey, stressing the significance of collaboration. Like Richard Branson’s, Coach Dan’s experiences and stories underscored the value of taking risks to succeed.

We explored the role of curiosity and genuine conversations in building meaningful customer relationships. Coach Dan emphasized the need to listen, understand, and connect on a human level, drawing parallels between effective sales and successful dating.

Embrace the Entrepreneurial Rollercoaster

As we wrapped up, Coach Dan shared valuable advice for aspiring entrepreneurs, urging them to embrace the highs and lows of the entrepreneurial journey. He offered support through one-on-one calls, recognizing the impact of pursuing a life of passion.

In summary, Coach Dan’s insights offer a refreshing perspective on navigating the entrepreneurial landscape. Whether overcoming setbacks, embracing authenticity, or fostering collaboration, his journey provides valuable lessons for every entrepreneur.

Our Host

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

From the Field to the Boardroom: A Conversation with Alex Fisher

Hello everyone, I’m your host, and today I’m excited to share with you a fascinating conversation I had with Alex Fisher, a former professional football player turned executive coach, leadership consultant, and speaker. We had an insightful discussion about his new book, “The Business Athlete,” and the lessons he’s learned from his unique journey.

The Genesis of “The Business Athlete”

Alex, who resides in North Texas, has a rich background that has shaped his perspective on leadership and business. His experiences as a professional athlete, his academic background in anthropology with a focus on business anthropology, and his exposure to entrepreneurship through his father, a venture capitalist, all culminated in the creation of his book, “The Business Athlete.”

Alex believes that his experiences and insights are valuable enough to share with others, especially leaders. His book is a testament to his journey and the lessons he’s learned along the way.

Mental Fortitude: A Key to Success

One of the key topics we delved into was the mental fortitude required to step out of one’s comfort zone. Alex shared that as a professional athlete, he had to move from club to club, which required a great deal of mental strength. This strength, he explained, is developed from a young age through repetitions, feedback, understanding team dynamics, and handling wins and losses.

Alex emphasized the importance of mental strength and self-reliance in facing the challenges of competition and becoming a leader in organizations. This resilience, he believes, is a crucial trait for anyone aiming to excel in their field.

The Power of Coachability

Our conversation also touched on the concept of coachability. Alex highlighted the importance of a strong relationship and understanding between the coach and the person being coached. This relationship, he believes, is a cornerstone of personal and professional growth.

Energy Management: The Four Pillars

Alex introduced the concept of energy management, which he breaks down into four areas: physical, emotional, mental, and spiritual. He believes that by focusing on these areas and making small changes, individuals can improve their overall well-being and performance.

He shared his personal experience of making mistakes and having to swallow his pride and ego. He emphasized the importance of being a better listener to one’s own body and using the body’s natural systems to their advantage.

Alex broke down energy management into practical steps, starting with physical aspects such as sleep and hydration. He also mentioned the importance of understanding the neuroscience of connectivity and focusing on what one can control in the present moment to achieve tangible results.

The Importance of Structure

Alex and I also discussed the importance of creating a functional structure for oneself. He believes that having a strong foundation is crucial for building and scaling something large. Setting the foundation, he says, allows for more freedom and removes the clutter that often gets in the way.

Alex also introduced his business as an HR consultant, specializing in structure, strategy, people, processes, and technology. He provides coaching, leadership training, and quick change solutions, and encourages listeners to reach out to him on social media to start a conversation.

Investing in Yourself

As we concluded our conversation, I recommended Alex’s book and highlighted the importance of investing in oneself through coaching. I believe that coaches are essential in various aspects of life and that investing in oneself is never a bad decision.

In conclusion, our conversation revolved around the significance of having a strong foundation, implementing effective processes, and investing in personal growth through coaching. Alex’s journey from the football field to the boardroom offers valuable insights for anyone looking to excel in their field. His book, “The Business Athlete,” is a testament to his journey and the lessons he’s learned along the way.

Our Host

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Only three out of every ten employees in the United States are actively contributing to their organization’s success.

That means 70% of employees are feeling disengaged at work.

Low engagement levels can lead to decreased productivity, high turnover rates, and a negative work environment.

One way to reverse this trend is through life coaching in the workplace.

In this article, we’ll define life coaching and its benefits for both employees and companies.

We’ll also discuss how to implement life coaching programs in your organization and highlight the advantages of profession-specific coaching.

Let’s dive in.

The Gains of Life Coaching in the Modern Workplace

Employee well-being and professional development are top priorities for organizations looking to maintain a competitive edge in today’s fast-paced work environment.

One effective way to support these goals is by implementing life coaching sessions. Life coaching can increase productivity, and personal and professional development, reduce stress and burnout and improve retention rates and employee engagement.

Let’s delve deeper into each of these benefits, uncovering how life coaching can help organizations unlock the full potential of their workforce.

Increased productivity and job satisfaction

Organizations seek to optimize both employee productivity and job satisfaction. Life coaching has emerged as a powerful tool to achieve these goals. Employees can concentrate more fully on their work by fostering effective communication and conflict resolution skills, yielding better results and higher job satisfaction.

For example, imagine an employee who was previously hesitant to speak up during team meetings due to a fear of conflict. After working with a life coach, they can communicate their ideas confidently, leading to greater productivity and satisfaction.

Support and professional development

Employees who set and achieve goals feel a sense of accomplishment and progress. Additionally, when they develop leadership and decision-making abilities, they become more effective in their roles and can contribute more to the organization.

A common problem employees face is struggling to take on a leadership role due to self-doubt. Here’s where a life coach can help. Working with a life coach would give them the confidence and skills to succeed in their new position, leading to personal and professional growth.

Reduce stress and burnout

Employee burnout is a prevalent issue caused by heavy workloads, long hours, and a lack of work-life balance. In this context, life coaching can prove invaluable in mitigating the negative effects of burnout.

Through effective stress management techniques and tools to enhance work-life balance, life coaching enables employees to maintain their well-being and handle stress more effectively.

An employee might feel overwhelmed and burnt out due to a heavy workload. A life coach can help them learn effective time-management techniques and self-care practices, reducing stress and greater well-being.

Improve retention rates and employee engagement

Lastly, life coaching can improve retention rates and employee engagement. When employees feel supported and valued by their organization, they are more likely to feel satisfied with their job and committed to its mission.

Commonly, employees might feel unappreciated and undervalued in their roles. However, after life coaching sessions, they can feel more supported and engaged, leading to greater loyalty and commitment to the organization.

Implementation of Life Coaching in the Workplace

Implementing life coaching in the workplace can be a game-changer for organizations looking to support their employees’ well-being and professional development.

However, implementing life coaching effectively requires careful planning and consideration. Here are some essential steps to ensure that life coaching is implemented effectively in the workplace.

Conduct a needs assessment

Before adopting life coaching, it’s essential to understand your employees’ unique needs and challenges. This can involve conducting surveys or focus groups to gather feedback and insights.

By doing so, you can ensure that the coaching program is tailored to meet the specific needs of your employees.

Choose the right coach and program

Selecting the appropriate coach and program is essential for achieving desired outcomes. Therefore, it is crucial to carefully examine a coach’s qualifications, experience, and credentials in order to guarantee they can deliver high-quality coaching services.

The coaching program’s success hinges on the coach’s ability to implement it effectively, making this decision all the more important.

We have previously emphasized the importance of evaluating your employees’ specific challenges and requirements. In light of this, it is crucial to identify a coach with a comprehensive and well-structured coaching program that aligns with your organisation’s needs.

Communicate the program to employees

Communicating the coaching program to employees is very important. Employees must understand the program’s purpose and benefits. Only that way the employees can take part and truly enjoy the benefit of the program.

This will help create a positive and supportive work environment where employees feel empowered to take charge of their personal and professional development.

Provide ongoing support and track progress

For a coaching program to be successful, it’s crucial to provide ongoing support and resources to employees. This support may include training sessions, coaching materials, and follow-up support to help employees continuously develop their skills.

To ensure progress, it’s important to set clear goals and benchmarks for employees to work towards. This can help them track their progress and feel a sense of accomplishment as they achieve each objective.

Checking in regularly with employees is another effective way to monitor progress and identify areas for improvement. These check-ins can be done in-person or virtually, depending on the employee’s needs and the organization’s resources.

For example, a life coach can set up a QR code to track employee progress and engagement with coaching materials. Analytics software can then identify frequently accessed resources, helping coaches identify areas where additional support or clarification is needed.

Profession-specific coaching

Coaching doesn’t necessarily have to be about life skills. A company can utilize a coach for product, sales, business, or any other type of coaching that focuses on improving job performance and skills.

Startup Coaching

Entrepreneurship can be a daunting feat, particularly in the face of competitors, scaling challenges, project management, and resource constraints. For novice business owners, these aspects can be overwhelming, but a startup coach can come to the rescue.

With a startup coach by your side, you can prioritize your tasks according to your business objectives. Critical tasks can be identified, and a timeline can be created in line with your overall business strategy. This approach ensures that you stay on track and make progress towards your goals.

Moreover, the coach can help you implement effective project management tools and techniques. They can introduce you to project management software, such as Trello or Asana, and teach you how to use them effectively. This way, you can efficiently track progress, delegate tasks, and collaborate with your team.

Apart from this, a startup coach can guide businesses in handling resource constraints, including limited staff, finances, and time. They can help identify areas where the most significant impact can be made with limited resources and develop creative solutions to overcome these constraints.

Business Coaching

Business coaching aims to enhance the overall performance of a company or organization by addressing critical issues like leadership, strategy, and communication. It’s not just about the organization; business coaches also work with individuals and teams to develop essential skills and adopt best practices, empowering them to tackle challenges and achieve their goals.

For instance, a business coach may collaborate with the executive team of a company to establish a clear vision and mission for the organization. They can also help develop and implement strategic plans, while ensuring that key performance indicators are in place to track progress.

Another example could be coaching a manager on effective communication and leadership techniques, resulting in a highly motivated and productive team.

Sales Coaching

Sales coaching aims to improve the performance of sales teams and individuals by enhancing their selling skills, strategies, and tactics. A sales coach works closely with salespeople to develop and refine their sales approach, from prospecting to closing deals, while focusing on building strong relationships with clients. By providing personalized guidance and feedback, sales coaches can help sales professionals overcome obstacles and achieve their targets.

For example, a sales coach might work with a struggling sales representative who has difficulty with cold calling. The coach would assess the representative’s current approach, identify areas for improvement, and provide actionable advice to enhance their cold calling technique.

This could include refining the sales pitch, teaching active listening skills, and offering guidance on handling objections. As a result, the sales representative becomes more confident and effective in their outreach efforts, leading to increased sales conversions and overall success for the company.

Life Coaching Can Benefit Both Employees and Companies

In today’s fast-paced and demanding workplace, employees face many challenges that can hinder their productivity and overall well-being.

Communication barriers, lack of confidence, and personal and professional obstacles are common roadblocks that impede an employee’s ability to achieve their full potential, creating negative consequences for both the employee and the company.

To address these challenges, implementing life coaching services in the workplace can be transformative. Life coaching empowers employees with the necessary tools to overcome obstacles, build confidence, and grow.

By investing in life coaching, companies can cultivate a supportive and productive work environment that promotes personal and professional growth, enhancing employee performance and overall success.

Hilmon Sorey is the investor, podcast host, 8x author, speaker, and co-founder of Coach CRM, which is the first sales coaching platform. Their goal is to help people make frontline managers heroes, create transparency as it moves up through leadership, and ultimately drive individual and team performance. In this expert insight interview, Hilmon and John discuss “Coaching Methodology.”

This Expert Insight Interview Discusses:

• What is challenging about coaching?
• Difference between coaching and training.
• What is a practical approach to coaching?

Understanding the Coaching Methodology

Coaching is a term that is becoming more popular in management circles, but it is frequently misunderstood or misinterpreted. Coaching, in a nutshell, is a practice that has gained significant traction in the executive world. Working as independent practitioners, the challenges and opportunities that coaches face are frequently quite lonely.

Coaching differs from other interventions like mentoring or consulting in other important ways. Coaches encourage managers to refrain from giving advice or prospecting and instead place the power on employees in order to foster feelings of self-efficacy and control.

Coaching Vs. Mentoring

Recently, there has been some coaching talk, and the terms “coaching” and “training” are sometimes used interchangeably. So, what exactly is the distinction between coaching and training?

Coaches actively listen and ask the right questions to help people improve their self-awareness and capacity to transform and achieve their goals.
Trainers have a thorough understanding of the subject matter and can communicate it to the audience in a structured and logical manner.

Hilmon says, “Some good coaches have typically come from people who were good coaches.”

Always coach those people in the middle of the run who may have had peaks and valleys of success but haven’t quite broken through; that’s where the real revenue opportunity exists within your organization.

Our Host

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In this Expert Insight Interview, Laurie Lewis returns to discuss the role of coaching. Laurie Lewis is the founder and CEO of Fast Forward Wellness, through which she has changed thousands of lives with her coaching of intermittent fasting.

This Expert Insight Interview discusses:

• Why coaching matters
• The role of the coach and the coachee
• How we can use the inevitable nature of problems to prepare for them

Value of Coaching

Coaching is often misunderstood and perhaps not valued as much as it should be. When you take on a very personal growth and development project, such as beginning to do intermittent fasting for health purposes, it can be tough to do on your own.

Let’s be honest. As humans, we are fantastic at starting things, but we’re not as great at self-sustaining. This is why most people fail on their diets and other personal projects. This, among other things, is where the role of coaching comes in.

Role of Coach and Coachee

Both the coach and the participant have their role to play if they are to have a successful interaction. The participant has to be energized, committed to shifting something within their life. They must have the willingness to learn and change, but also the willingness to be responsible. As we mentioned, people are often motivated to start something but can’t keep it going.

The coach’s role is to help us start on our journey in the right way, with the idea of keeping the process sustainable rather than letting us burn out in the first week.

Predicting the Bumps

No matter what we do in life, if we care about it enough, we tend to have a honeymoon period during which we feel an immense drive to keep going, and it often seems like we would never run out of motivation. But inevitably, we hit a bump at some point. Human beings are almost hard-wired to quit after hitting that first bump, so this is another stage at which the role of the coach is incredibly important.

Thankfully, bumps are predictable. As we said, no matter how motivated and passionate we are about a project, we all hit a bump at some point. Laurie uses this predictability to her advantage, asking her clients to predict the things that would derail them before they even begin. Then, when the bumps inevitably come, her coachees are prepared for them and can respond accordingly.

Our Host

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 has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.