Coaching is a long-term thing, think football or even Olympian success. Great sales teams invariably have great sales leaders coaching, cajoling and encouraging belief in their team.
Working with sales leaders and their teams on that long-term journey my most used phrase in work-shops is; “I can’t teach you anything, I can only help you learn!” This goes to the heart of unleash-ing the latent potential in any sales team. Sales leaders cannot do the selling for their people; nor will they succeed through barking, threat, or incentives – again, these are short term tools that do not change behaviours.
Greater success lies in challenging the current approach at a personal and business level.
Change expectations & challenge conventions
In my experience, sales teams typically deliver the results they deserve. Often constrained by historic conventions and self-limiting beliefs, the self-fulfilling prophecy that what you “think” is what you will get; again this is about beliefs.
It’s time to recalibrate expectations and beliefs and to close an update on a favourite quote; “if you do what you have always done, you will no longer get what you always got; in rapidly changing times, you will invariably get less.”
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