Good coaches never stop coaching. The Olympians we've been watching recently KNOW what they need to do on the field, on the track, or in the pool. They’ve been doing it their whole lives, but they still need coaches. They need reinforcement. They need “check-ins.”
There is no end point with effective coaching. A key role in leadership is to continually reinforce the core fundamentals no matter how good the athlete. The last fundamental in our series is tied to coaching and reinforcement.
Fundamental #5: Adoption
Assess – Sales leadership and management should understand the challenges and plan for achieving desired results. Inspect- Include measurement, inspections, and review and assessment concepts in your Management Operating Rhythm.
Reinforce – Use language and concepts that are consistent with your training. Catch people in the act of doing something right and acknowledge it.
Measure – Use technology to track and report "commitments to action" and report progress and challenges. How is your coaching? Is your sales team responding to your own encouragement?
Take five minutes to complete our free Sales Effectiveness Assessment for immediate results of your sales performance scores within the fundamental areas of sales effectiveness.
Remember successful athletes have successful coaches. Set your team up to succeed. Where strategy meets execution, that’s where you find success and well, the medal stand.
