Better coaching drives results

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.”