Sales Coaching Series, Part 2: Being and Staying Positive

Selling has always been and will continue to be a tough and often ruthless business. It is one of the few professions where one will probably hear the word "no", more often than “yes”. "No!" is a self-esteem lowering word and can be readily interpreted as rejection by those who hear it often enough. It brings about self-doubt and can dredge up past experiences at home, as a child, in school and during adolescence leading to the proverbial downward spiral if things are not going well for you in sales.  

We hear so much today about positivity and the need to take a benevolent view of the world. This is never as true when one is involved in selling. One must get up every morning, face the day and believe that it is going to be a fantastic one, not just in selling, but in every aspect of life!

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You see everybody has a choice when one gets up in the morning. Benevolent people believe that the world is conspiring to do them good, that there is opportunity around every corner, that world is full of bounty, that there is enough for everybody to go around and responsibility lies within the person to make it.

Benevolent people never blame, they never complain, they don't groan or moan and simply get on with it! They are usually wonderful to be around, they see the good in everything, and if they fail, they accept it, dust themselves down and start all over again.

Let's talk about their unfortunate malevolent counterparts. How do they behave? Because they believe the world is out to 'get them', is conspiring to do them wrong, possessing feelings that around every corner lurks failure, disaster and disappointment, sadly, they are never disappointed. They get exactly what they expect, just like benevolent people except the opposite.

A multiplicity of books, articles, videos and training materials are available out there to get you to think, feel and act positively, and a whole industry has been created around positivity and creating that mental attitude that will put you in the top percentile of your profession, including selling, of course.

Do these tools work? Essentially, they give you much of the same message and if you take a commonsense approach to the material, the concepts, the ideas and methodologies and if they work for you, excellent! People are unique and different and are a heady cocktail of varying personalities and temperaments, different motivators, both obvious and hidden, and of course, hugely contrasting life experiences.

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What will work for one person may not for the next, and it's a matter of trial and error identifying trainers, mentors, authors and material that resonate with your unique combination of personality, motivators and learning, i.e. your "how, why and what".

So, is positivity and taking a benevolent view of the world, a key ingredient in the selling process? This I am certain and have learned about selling; if one is positive, enthusiastic, competent, and committed to what one is selling, there is little to stop you from being an amazing success. Let's face it, taking the alternative approach doesn't bear thinking about now, does it?

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Sales Coaching Series, Part: 1 - The Deep Psychology Behind Selling

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I often ask an audience "how many people here sell things?". Some immediately put their hands up, others wait a little while longer, others longer again and one or two may never put their hand in the air.

However, I wait, and wait, and wait, repeating the question… until everyone in the room has their hand raised.

You see everybody is in the business of selling at some level, whether you have an internal customer whom you serve within the business, for example, payroll making sure that staff are paid in a timely and accurate fashion and that their boss, the financial controller/director, is made to look good and that he won't get lynched in the car park!

Obviously, you have your regular external customers, and selling to them and making them feel happy to return again and again, will help guarantee that yours and your colleagues wages and salaries will be paid.

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Today, we know an enormous amount about how the brain works, and this I've learned about the process of sales and selling; we are in a "thinking-game", first and foremost. In other words, there is a deep psychology behind getting people to part with their money and to buy or rent, your product or service. The better you are at understanding this psychology, the more likely you are to be successful at it. 

I have come across many sales people in my life; some are excellent, some average and quite a number are poor. Those who are excellent, and in the top percentile of earners, are not massively better than the below average counterparts.

What I have found is that the top performers are consistently better by only a few percentage points in the mix of critical success ingredients that they bake into their selling "pie".

We will look at these ingredients in more detail in the next article.

 

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Insider Tips on How to Find the Perfect Coach

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Gone are the days when coaching was associated with struggling businesses and startups. When you are looking to take your business or leadership skills to a whole new and exciting level, it is crucial that you garner the services of a renowned coach.

The good news is that there is a whole range of coaches out there - from businesses coaches to leadership coaches and corporate coaches. With all these options, however, it can be a little difficult to zero in on the right one for your situation.

If you are looking to find the best coaching services to enhance your business or leadership strategies, then you are in good company. In this blog post, I will walk you through a series of tips that are poised to help you land good coaches.

Do a little research before deciding on Business Coaching Company

You need to do a little homework to make sure that you get a bang for your cash. The internet, for one, can prove very resourceful. So wear your investigative glasses and do some sleuthing on the web. Even if you have been referred to a local company, it still worthwhile to check out their reputation from user reviews. Pick a coaching company that has positive reviews by former or current clients. And that isn’t all; you can also ask among your key networks. Your business partners/contacts can also recommend one that has a track record of delivering excellent results.

Go for a coach who will focus on your areas of weakness

Let’s be honest; everyone has a weak point, no matter how trivial it is. The good news is that these shortcomings can be harnessed to provide “room” for the success of your endeavors. Which brings us to our first go-to quality of a good coach: his or her ability to put more importance and emphasis on areas which you don’t find important or don’t excel at.

To know if, indeed, your candidate will turn your weaknesses into strengths, you’ve to ask one simple question: “what is your secret to success?” Getting the answer to this question is certainly the first step in the right direction.

Do You Resonate With the Consultant or the Coaching Expert?

Not all coaches are created equal; some people find that an otherwise perfect coach does not fully get your perspective or is hard to work with. That in itself isn’t surprising at all because not all personalities always click. Of course, your coach ought to earn your confidence and trust - not someone who’ll command you into following their advice.

Has the coach delivered results for others - references

 A perfect coach needs to walk the talk, someone who comes with longstanding experience and expertise in the industry. The first place to look at is their portfolio. Has the coach delivered quality? Is he or she worth the expenses? Make sure that your candidate comes well-armed to offer you actionable support and advice

 

Is the Coach Someone You Can Emulate?

It might seem a little obvious, but it is important that the coach is someone can become a role model for your company, through their professional, hard work ethics and resilience.

Is Their Coaching Results-based?

When considering to hire a coach, it’s important to note that there are two types of coaching: hour-based and results-based. Hour-based coaching, for one, ends when the clock ticks, regardless of the achievement. Results-based coaches, on the other side, make sure that you achieve your goals before they can close shop; by the time they come back for their next review you will have achievedor moved forward.

Find Someone Who Knows Your Industry

When all's said and done, a coach that knows and keeps a tab on what is going on in your business niche will cut it. This is especially important for startups because you need someone with insider knowledge, not someone who’ll struggle when things get a little rough.

 

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Key Aspects of an Excellent Corporate Coaching Services

Why corporate coaching

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It is no secret that today’s corporate world is more demanding, more competitive, and busier than ever before. That said, it comes as no big surprise that those in the corporate sector often experience bouts of stress, burnouts, and other everyday doldrums, which is why it’s paramount to have a corporate coach on your sidelines.

A corporate coach will not only help you keep stress and burnout at bay, but also give you tools to help you give your best effort. Of course, great effort leads to best performance and higher productivity. So, if you are working with a corporate coach or you’re looking for a specialist who will help you take your corporate career a notch higher, see to it that these ten aspects are always apparent in your coaching relationship.

Who is a corporate coach - definition

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A corporate coach is professional who’s trained and equipped to coach towards achieving organizational goals. They usually coach an organization, concentrating mainly on the corporate/executive team and the organization’s mission, vision, strategy and values.

 

 

 

How to find the right executive and corporate coach

 

#1 The Coach Must Be Prepared and Well Organized

Garnering coaching services is a huge investment for an organization and its corporate team. For the team to get the best out of the corporate coaching experience, the coach must employ a systemized, ordered, planned, holistic, and well-structured approach. This way, the coach can easily communicate her or his investment in the entire process.

#2 The Coach Must be Able to Bring Out the Best in You

Although it is your responsibility to bring out your best effort, you want a coach who will definitively help you achieve. In fact, it's the coach's duty to offer the best, to inspire you to reach your level best.

#3 Exhibit Consistency

The coaching approach should never be arbitrary to the employee or team. It should be consistent. The coaching strategy and methodology should be straightforward and process oriented, encompassing four key elements: monitoring, standards, analysis and feedback. A great coach should be able to continuously analyse what you are doing and offer feedback intended to change, modify or alter your actions positively. In short, there isn’t a  haphazard approach to corporate coaching; it has to be trustworthy, reliable and consistent.

#4 Must Offer Holistic Coaching

A holistic coaching coaches the whole person, instilling your inner passion and allowing you to reach incredible levels of best effort. It's only this way that you can channel all your four energies of leadership towards achieving organization goals.

# 5 The Coach must Tap Into Both Your Strengths and Weaknesses

A great coach cares about harnessing the "whole" person, not just your strengths. Much like an athletics coach, your coach must tap into individual strengths to help you churn out the best possible productivity from the organization, both as an individual and as a team.

# 6 Abundance of Skills, Experience, and Knowledge

As you might already know, excellent coaches are skilled and knowledgeable. They know your industry, including your individual niches. But of more importance, they understand the process and techniques that deliver success. Perhaps it's known, but it's skills coupled with the knowledge that produces success your coaching approach should encompass the two elements.

#7 Balanced and Fair Feedback System

A raft of research initiatives has shown that people tend to give negative feed 5 times more than positive. Your coach should know this and try to nip it in the bud. He or she should be able to offer candid feedback. But more significantly, an excellent coach can dilute positive with valuable feedback. There should be no mix of message, avoiding any confusion in the process.

#8 Exhibit Tolerance and Patience

It's perhaps understood, but most individuals tend to resist change, even if it's for good. Altering and developing habits take some time. And a good coach knows this. Sometimes mistakes are made. A great coach, however, must be tolerant and patient of these errors but focused to achieve the change.

#9 The Coach Must be Realistic

Coaching is all about results, but being realistic is also as important. A great coach knows when the coaching approach isn't working. He or she should also know when to quit and when to stay put.

#10 Should Be More Than Coaching

The coach shouldn't stop offering help when the clock stops. He or she should send follow up materials to facilitate the process. Also, the coach should be able to connect you with valuable contacts and offer assistance with other resources such as legal, accounting, and much more.

Do you need an executive or corporate coaching services?

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Could You Company Stand to Benefit from the Allure of Corporate Coaching?

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Over the past decade or so, the concept of corporate coaching has been making headlines. Corporate coaching has graduated from a buzzword making rounds in the business world to becoming an essential ingredient which forward-thinking companies cannot do without.

Accordingly, increasing numbers of global businesses seek help from corporate coaches to increase the performance of their organization, improve their in-house technology, enhance their strategic planning, and increase employee engagement. That in itself isn’t news at all. Corporate coaches are professionals who are highly trained, experienced and well-equipped to coach towards organizational goals. They expertly examine a company’s productivity and disposition to help both employees and team leaders achieve individual goals.

 A 2001 study across the Fortune 500 companies spectrum, indicate corporate coaching delivers out a significant 530% ROI (Return On Investment). Which begs the question: can your organization benefit from corporate coaching?

The following post looks to provide insight into how corporate coaches can help streamline or enhance several facets of an organization, from SMEs to global blue chip companies

 

Enjoy Better Communication in your organization

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For most organizations, especially large corporations, poor communication is a serious issue that hampers productivity. For global companies, for instance, in effective communication can break what could otherwise be a great campaign, strategy More often than not, communication is a crucial element of corporate coaching. This way, the coaches can assess/assist participants to develop key communications & effective team building skills within the company

And.. the clever businesses also use business  communications coaching business to assist marketing teams to use more robust techniques of communication with clients, both online and on-site to increase customer engagement strategies.

 

Enhance Productivity thanks to coaching for performance programs

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Much like any other aspect of today's business, productivity can significantly improve with direction and strategy. Highly knowledgeable and skilled corporate coaches can expertly undertake the analysis of an organization's productivity.  In turn, their analysis can be used to provide tremendous improvements on the way employees work, both individually and in tandem.

 

Help with Cost Reduction

Cost reduction, much akin to productivity, can influence the organization's profitability significantly. Coaches as outside catalysts can help to open conversations and seek improvements which can lead to significant savings over the long term, releasing funds to drive the company's long term strategic plan.  

 

Effective Strategic Action Planning

No company can prosper growth or move from stagnation without a substantial commitment to long-term and strategic planning. That's where a corporate coach can be of significant benefit in helping the companies drive strategic planning and direction. As an outside facilitator, a coach can assist companies to cut through internal operational matters and take the “helicopter” view of what is required for the longer term strategic plan to be developed and infrastructure put in place to achieve the plan. 

 

Help with Contingency Planning

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Strategic planning is no longer the only challenge for those in the corporate world; they also have to deal with disaster planning/contingency planning. The coaches can help an organization come up with a streamlined process of designing and implement such an important plan or any other business plan for that matter.

On its side, a business that isn't afraid to face issues at the structural level usually showcases a sense of forward-thinking that is essential to progress in today’s increasingly competitive corporate environment.

 

Better Employee Relations

Improving the in-house dynamics of employee relations and team-building is one of the most important aspects of corporate coaching. Do your employees work efficiently in tandem? Are they happy with their roles in the organization? Coaches can facilitate your business to raise these questions and actively engage employees in developing tactics to influence company's productivity, efficiency, strategy and employee engagement

 

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Team Effectiveness - 6 Ways to Improved Leadership and Manage a Team Effectively

Effective management of a team

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Effective management of a team - or business, for that matter - isn’t always a walk in the park.

Well, managing an effective team shouldn’t be an arduous task. While it is not easy, it isn’t rocket science either. But does need Today, I have rounded up a comprehensive list of tried-and-true ways to achieve high team effectiveness, congruence and performance.

But First ... what Is Team Effectiveness

Remember the cliche saying that “two heads are better than one?” Well, the old-age adage still holds to this date. Also called group effectiveness, team effectiveness is an organizational terminology that denotes the capacity a team has to achieve set organizational objectives and goals. In essence, a team is a group of employees/people who typically share responsibility for the results and regard themselves as an operational unit.

Let’s get started, shall we?

Hire the Right Person

The effectiveness of a team depends largely, if not wholly, on the constituent members. That is why hiring the right talent is the single most important factor that contributes to an organization’s success. Not only will the right team member, with positive attitudes bring particular knowledge base or skill set to the table, but will also be an invaluable addition to steering forward the company’s values, vision, and mission. For one, it’s tremendously important to infuse the values and vision of the company in the hiring process.

Even better, it’s paramount to let potential teammates be part of the interview. This way, the members can assess the candidate’s compatibility. It has also been established that talents who click with other team member are easy to retain and offer better innovation.

Focus on Commitment

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When forging great team-work, it pays to use organization’s values and vision to build employee commitment. Although a clear and competitive business strategy and plan are crucial, encouraging a company culture that rewards dedication and innovation will make process effortlessly easy. Acknowledge members who actually go the extra mile to create and implement novice ideas. Clarity in communication is the key here. Make the members feel valued and cared for; it goes a long way towards building dedication and commitment.

Delegate, Delegate, Delegate

Again, making team members feel valued and care for is essential in building a tight and capable team. So, let the team get involved in managing resources; it allows you to instill a spirit of belonging and collaboration. Besides, individual members are well-equipped and knowledgeable in their field. Don’t give a cold ear to the members. If they want to change a few company’s priorities and they have concrete reasons to back up their rationale, well and good. Listen to your team out.

Encourage Innovation

It’s no secret that innovative organizations always stay ahead of the curve and enjoy higher productivity. Indeed, the most successful companies always remain innovative and flexible, building on current key successes without overbearing on their teams. The work environment should encourage employees to be creative, instilling their innermost and basest feelings. Encourage working smarter, not harder. In fact, team leaders should give freedom to members to work when they are most productive.

Lead the Way

Innovation and creativity are typically products of sheer inspiration and honest leadership. That’s why effective teams need to be steered by people who go beyond balancing books and creating schedules. Leaders need to be able to harness individual's’ strengths to builder stronger and more robust teamwork.

Team leaders must have clear vision, strategies, and goals. And the team members should not have any ambiguity about them. The said plans should be well-organized, systematized, and planned.

Team Leaders Must Be Patient

Once presented with goals and objectives, not all teams rev up at 100% efficiency overnight. It takes a little time and investment on your side. Support and coaching is critical to motivate and encourage delivery of results.

 

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