Eight key points to get you started

Yes I do coaching with salespeople and executives to help them perform better and grow their business.

So what is “coaching” in business?

That is a great question because the ability to coach others can make a huge difference in that person or teams outcomes.

If you have witnessed a business that just seems to stall or have a challenge getting to the next level, there is probably an opportunity for coaching.

If you have witnessed a salesperson or team that was doing well but now seems to have hit a plateau or stalled, there is probably an opportunity of coaching.

With that said, what is coaching and how does one improve their ability to coach?

Here are a few points…

1. Coaching is not about the coach or being buds. It is about helping others find the core reasons for
their performance or lack of. Once a person discovers and understands the core issue that is holding
them back, they have a choice and can move forward or not.

Being a buddy can actually be a barrier to a coach. This is one reason leaders have to be cautions
about relationships with employees.

2. “It’s all ways something else”; when the salesperson or leader says, “I just do not have time” or
other excuses, it really means there is something else that is causing this. They either do not know
what it is or do not want to face it. The coach job is to help them discover this.

Good coaches never accept “excuses” from those they are coaching. Accountability is King!

3. “The Question behind the Question” is key. It has been shown over and over again that people simply do not fully open up to their emotions/feelings with the first answer. Great coaches ask at lest three questions or more in a given area to help uncover the real emotion/feeling. This is the way to discover the core issue. Yes this takes guts, courage, finesse and determination.

Generally the first two answers will be logical “thinking” answers; then you’ll notice body language changes and a more emotional/feeling answer will come through.

4. Remember we are emotional creatures, full of fears, hopes and defenses. Most barriers are self
imposed and once brought out into the light, very quickly disperse when in clear view. The challenge
for the coach is to take the salesperson/leader through a process to bring the barrier out so it can
be viewed in reality.

It is amazing when a client sees the barrier for what it is. Many are actually embarrassed they
allowed it to be a barrier.

5. Most barriers are based on “False Beliefs”. These are beliefs based on little or no real facts. Perhaps they were told this once, or their mother always did it this way, thus a behaviour is formed from a belief that has no real basis. These are usually beliefs that were formed without any real fact finding or logic involved and were not a conscience choice.

Key point here is: Once a belief is questioned by the believer, it no longer is a belief and is wide open to change.

6. Once the barrier is exposed, accepted and chosen to be changed, the work begins. It is very easy to slip back into the old habits/behaviors, so a very specific action plan is needed to build a new belief and behavior to replace the old one. Very specific and measurable actions need to be taken on a regular basis to build and reinforce the new actions.

An example is one leader did a “walk about” twice a day and walked the entire building just saying hi
and talking to people. He did this each day at different times and never carried anything with him. Yes
his leadership style and performance changed!

7. Often times a coach will uncover several “minor” barriers and see some results. But, because there are deeper core barriers, the long term changes will not occur. This is where the real coach is
separated from the also rans’. This may mean some uncomfortable confrontations as one maybe dealing
with a great deal of fear and defensiveness. This is at all levels of business including CEO.

Our primitive “Lizard” brain does not want to change and will defend the status quo. This is fight/flight mode and defense and attack are the two choices. One has to engage the thinking, reasoning cortex to help work though and overcome the “Lizard” brain.

8. If you have both made it this far, you are on track. This is the time to create long term continuous growth plans, including specific behaviors and beliefs to eliminate future barriers being created. One thing for sure, what got you to this level will not get you to the next. Each level of development requires continuous change and growth. Not everyone is willing to do this.

These are eight key points of many used in coaching. As a sales manager, leader, president, CEO make a choice. You will coach your key people utilizing these tools or get someone to help you. The ROI is incredible for the time invested.

To your success, it is your choice!
Harlan Goerger, Prez