{"id":3572,"date":"2012-09-10T06:03:16","date_gmt":"2012-09-10T06:03:16","guid":{"rendered":"http:\/\/centerforcoachingcertification.com\/coachingblog\/?p=3572"},"modified":"2022-09-18T19:18:45","modified_gmt":"2022-09-18T19:18:45","slug":"coaching-skills-for-sales-managers","status":"publish","type":"post","link":"https:\/\/www.coachcert.com\/coachingblog\/coaching-skills-for-sales-managers\/","title":{"rendered":"Coaching Skills for Sales Managers"},"content":{"rendered":"

Triad Performance Technologies did a study on coaching<\/a> sales people and cited a 1000% return on investment.\u00a0 Wow!\u00a0 How can that be?\u00a0 Here is an example.<\/p>\n

Maurice has been one of the top performers selling for many years.\u00a0 Now he is in a slump.\u00a0 His sales manager, Ed, tries a number of different approaches.\u00a0 He advises Maurice to \u201cshake it off and get back on track\u201d and shares his own story about doing just that.\u00a0 Ed gives Maurice a great book full of inspiration and ideas for sales people.\u00a0 He offers Maurice a few extra vacation days.\u00a0 Ed finds a class on the latest and greatest sales techniques and sends Maurice.\u00a0 Nothing works.<\/p>\n

Then Ed hears about a sales coach.\u00a0 He thinks to himself (mistakenly), \u201cI have been coaching him!\u201d\u00a0 Out of desperation to save a top performer, Ed brings in the sales coach for Maurice.<\/p>\n

The coach asks Maurice about what he wants.\u00a0 This is new to Maurice and a surprise.\u00a0 Then the coach asks Maurice to identify what obstacles are preventing him from achieving what he wants and how he will move past the obstacles.\u00a0 This creates new awareness for Maurice.\u00a0 Through the coaching process Maurice takes ownership of his goals and moving forward.\u00a0 As a result, Maurice exceeds expectations and becomes the top performer.<\/p>\n

His manager Ed is so excited that he decides to learn more about coaching.\u00a0 Ed gets training and applies his new knowledge and skills coaching his sales team.\u00a0 Now Ed and his team are reaching new levels of success because of the coaching.<\/p>\n","protected":false},"excerpt":{"rendered":"

Triad Performance Technologies did a study on coaching sales people and cited a 1000% return on investment.\u00a0 Wow!\u00a0 How can that be?\u00a0 Here is an … <\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[16,40],"tags":[91,77,48,85,50,67,55,81,88,102,82,79],"class_list":["post-3572","post","type-post","status-publish","format-standard","hentry","category-coaching-stories","category-tools-and-techniques","tag-business-coach","tag-client","tag-coach","tag-coach-training","tag-coaching","tag-coaching-niche","tag-coaching-services","tag-coaching-success","tag-effective-coaching","tag-goal-setting","tag-roi","tag-skills","latest_post"],"aioseo_notices":[],"aioseo_head":"\n\t\t\n\t\n\t\n\t\n\t\n\t\n\t\n\n\t\t\n