1. Coaching Elite Sales
Performance
Greg Haskell
January, 2016
Leadership Development Series

2. “So, you want to be a Manager?”

3. Warm-up: Your Coaching Role Today
• What is coaching?
− What’s working today?
− What’s not working? Why?
• What is its value?
− How do you measure your effectiveness?
• How much time do you invest?
• What are your peoples’ perception of your value add?
• Impediments?

4. Research Findings
Coaching drives a 15%-19% increase
in sales on average for @ rep coached!

6. “Where do I start?”

7. “What do I do?”

8. The Coaching Imperative

9. Definition of Coaching
“A facilitation process of non-directive questioning
that enables individuals to analyze and address
their own challenges rather than offering them
advice or direction.”

10. • Tutoring
• To teach a new skill
• Coaching
• To achieve the highest level of performance
• Counseling
• To diagnose a problem
• Confronting
• To handle a significant performance deficiency
4 Managerial Processes

11. 1. Tutoring
• Only used when the rep has no knowledge in topic
• Don’t over-teach; once the rep understands what is
required, move to coaching
2. Coaching
• The individual must accept accountability for own
performance
• The individual should lead the conversation and provide
their own self-analysis and action
• The individual should believe in their capability to
undertake the desired action to create the required result.
Management Intervention

12. 3. Counseling
• Troubleshoot when individual fails to respond to coaching
• Should still be a facilitated process with the individual
taking the lead with self-analysis and action planning
• Once action plan is established, then the style should
move to coaching
4. Confronting
• If performance deficiency has serious consequences or all
other efforts have failed
• Led by the manager
• Clarity about what is required is utmost as well as what
support will be provided and the action that will result if
the deficiency is not addressed.
Management Intervention (cont.)

13. 1. Continuous Feedback Loop
• Plan the work; Work the plan
• Assess the work
• Learn and adjust
2. Activities-Focused
• Focus on “leading KPIs” and supporting activities
• What actions are needed to achieve results?
3. The Coaching Conversation
Coaching Platform

14. 3. The Coaching Conversation
IS:
• Listening
• Deliberate
• Developing ideas
• Encouraging
• Positive
• Leading
• 1:1; personal and specific
Coaching Platform
NOT:
• Telling
• Informal
• Instructing
• Critical
• Negative
• Doing
• A group activity

15. Our Coaching Philosophy
• Sales Managers and executives foster and lead the our “coaching
culture”
• Coaching drives sales effectiveness and revenue while building
professional talent
• Coaching is a sales management skill…that can be learned if practiced
• Unlocks the value of Power Selling
• Accelerates onboarding ramp time and results
• Enables process and performance improvement
• Transforms the sales organization

16. Focus of Coaching
• Skills Coaching
− Sales competencies
− Selling skills
• Strategy Coaching
− Sales methodologies
− Deal reviews
− Joint partner planning
• Coach the Coach
− Senior executives and Directors coaching their direct
reports
Caveat: Don’t mix Skills and Strategy coaching…
or Performance Reviews with coaching.

17. How Much to Coach
• Research Findings

18. Coach the Middle.
Good coaching lifts 46% to 107%.
Coaching doesn’t improve equally:
− Low performers before remain low
performers after.
− AEs in the middle improve most;
great coaching takes them over
target.
− Coaching top guns has less impact
on sales performance, but helps
with retention.
.

19. Best Calls to Coach
• Calls earlier in the sales cycle
• Safe selling situations
• Calls with moderate potential
• Calls where they sell; you coach

20. Socratic Questions
• What are your thoughts?
• What’s your perspective on this?
• What are your ideas on this?
• Tell me more about that…
• Give us an example…
• How do you handle…
• Tell me how this affects you…
• What is the impact of that?
• What other points of concern do you have?
• Why is this important?
• So, what do you think?
• So, where does this lead you
• If you were to do this…what would happen; where does it lead you?

21. Sales Competency Benchmarks

22. “Coaching to Win!”
Greg Haskell
gehaskell@gmail.com
(916) 586-1700
Leadership Development Series