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Sales Leadership –
How Great Leaders Create Top Performing Coaching Cultures and Sales Champions
People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That’s why the primary business objective is: To Make Your People More Valuable.
Imagine a world where you’re excited to go to work without fear, stress or worry. Instead, you’re acknowledged as a trusted, valued, contributing team player. Your boss is always available to provide unconditional support. At the end of the day, you feel accomplished; knowing you’ve done meaningful work. Most important, you don’t sacrifice your priorities, values, family, happiness or life for your job.
If this sounds like a crazy, polyynic fantasy, consider this is a reality in many thriving organizations.
So, why do top performing teams support, collaborate and trust each other completely and selflessly, while other teams, regardless of effort, bonuses, perks or incentives offered, breed a culture of distrust, self-preservation, fear, confrontation and fragmentation?
Because great leaders don’t always do different things. They just do things differently. And what they do differently is triumphantly communicate, coach and create sales champions.
Most managers have good intentions until they feel the pressure to produce results. While their heart’s in the right place, their advice, feedback, training and coaching still doesn’t lead to an improvement in team productivity, nor their ongoing development as a coach and leader.
Chances are, you’ve probably tried to coach, and it didn’t go as well as you and your coachee would have liked. that’s because most managers don’t know how to coach, think coaching is and event-based interrogation only reserved for handling problems, and aren’t being coached properly themselves.
Consequently, they become part of the non-stop, problem-solving legion of managers who habitually do the work of others. Then, managers wonder why they’re frustrated, exhausted and their people are overly reliant on them for decisions, especially since their employees aren’t getting better on your watch.
Great business leaders realize to shift from doing people’s job to developing them requires learning the language of leadership. And that language to create a brilliant culture that will define your success is coaching.
Coaching is the universal language of learning, development and change.
What if you can successfully coach anyone in 15, 5 or even 60 seconds? Sales Leadership makes delivering consistent, meaningful coaching actually easy. This removes the pressure and misconception that, “coaching is difficult and takes too long.”
In its powerful simplicity, Sales Leadership delivers a clear, chronological path to develop a coaching culture and into a coaching guru who creates top performing teams and sales champions. Using Keith’s proven, proprietary L.E.A.D.S. Coaching Framework™, the critical conversations, and coaching talk tracks, you’ll easily navigate through difficult conversations and inspire positive change.
Keith’s 12, transformative, strategic coaching questions can be easily woven into every conversation and your daily rhythm of business so coaching becomes who you are, and like breathing, an unconscious, healthy habit.
The ability to hyper-execute and over-perform always begins with the right conversation.
When everyone in your organization thinks, speaks, and shares one vision, and everyone gets coached effectively and consistently, the results are extraordinary.
Sales Leadership advances the development of every manager and salesperson, mapping out how to coach masterfully in 15 minutes or less using the five types of coaching questions so you can:
• Give less advice, ask more questions and rely on your people to do their job.
• Get right to the heart of what needs to change and create the personal-accountability to do so.
• Save 20 hours a week on unproductive, wasteful activities to reduce your workload.
• Achieve business objectives, boost sales faster and retain more customers.
• Build impenetrable trust to develop and retain your top performers.
• Get more from you’re A and B players, and turnaround underperforms fast, and master the critical management conversations. (CRM usage, account, pipeline, performance, reviews, etc.)
• Create widespread buy-in around strategic change and improve daily performance metrics.
Training develops people. Coaching develops champions. Your new competitive edge.