January 2021

Value your team and the unique skills they provide

What is a sales leader?

Rocket defines you as someone who knows their team and builds your goals around their skills. Ultimately you understand that investing in them, making each person feel valued never stops paying you back.

Stuart Dennis   – Head of Entreprize 

Ian is an exceptional coach. I’ve worked with him on several transformation projects and he has delivered excellent results. Not only does he give teams process and structure he gives them confidence to operate at a higher level than they had done previously. He builds strong relationships with the teams and the individuals within those teams. His belief and positive impact create a great atmosphere for teams to learn and develop. Ian is the real deal a very gifted coach.

Relevance is the most important sales goal

Making a sale is not the ultimate end game. Value is.

If you are not showing your customer how what you do makes their life better/easier why would they want to buy whatever you may be selling.

Colin Hartshorn  – Senior Manager 

I’ve worked with Ian over a number of years. I have found him to be a warm and approachable person devoid of ego or judgement, 3 things key to building the rapport needed for a meaningful coaching relationship.

Ian is very generous with his time and resources and is always available with well thought through feedback and searching questions designed to make the coached do the work needed to draw their own conclusions. I would have no hesitation in recommending Ian to anyone new to having a coach or to those experienced professionals looking to enhance their goals and achieve key milestones.

Every great coach has a story

Rocket has always been about you, and your journey to becoming the best coach you can. It is these stories which make my work possible

Rebecca Clayton – Head of Global Marketing 

Ian has been a remarkable support for our business as a coach for our global Lead Management team. He created and coached a framework to build skills and confidence around sales opportunity qualification. Ian worked with a dozen people based in three time zones, and he has helped to produce a material increase in performance year on year.

Standing out from the crowd?

During these lockdown periods I have had unprecedented demand for direct coaching support. Many of these requests have been in the form of wanting help in managing the process of finding new roles as a consequence of the Pandemic. It is with great pride that I can say almost all of the candidates, that I have been coaching with these needs, have now been offered and accepted new roles. So, despite it being such a tough jobs market it has been possible to stand out from the crowd. Each one of these coaching situations is a unique story in itself, however I thought in this article I might share some of my observations and approaches that have helped, especially as now there is even more reason to be positive  with   vaccines becoming available shortly and the possibility of normality is appearing on the horizon.  

Releasing the untapped potential in your sales team

Ian Howell is the Head Performance Coach in  the Rocket Performance Group. Working 

across the globe to help businesses to untap  the potential in their sales team; he is also a 

highly respected rowing coach working in the  UK and USA.