Vous êtes sur la page 1sur 22

LEADERSHIP SALES

COACHING
Transforming from Manager to Coach

WORKBOOK

2012 Jason Forrest


All rights reserved. No part of this book may be reproduced, transmitted, or stored in any form, or by any means whatsoever without
express written permission in advance from the author, except in the case of brief quotations in critical articles and reviews.
ForrestPG.com

Strategy One
Lead, Dont Yield
(Principles 1 - 4 )

Principle 1
Remember Your Purpose
Managers get lost in the details.
Coaches remember their purpose.

Reflection
1. Who in your life would you credit with investing in you and believing in you?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. What attributes do/did they have that made you realize they truly cared about you?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

3. Who on your team do you feel most needs someone to invest in them? Or, who has the most to gain from
your investment?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
4. What obstacles are in your way of fulfilling your purpose as a sales coach?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
5. Why is the toughest aspect for any leader getting people to exceed their own expectations?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

6. Think back on pursuits youve had (maybe sports or music) where a belief system limited what you
thought was possible. Were you able to break from that? Why or why not?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Action Items
1. Do you agree or disagree with the description for your role? Why or why not?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. Write three specific examples of how you can fulfill that purpose this week.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Principle 2
Be a Sales Pro First
A manager says, Because I said so.
A coach sells the idea, belief, or behavior.

Reflection
1. What are some specific objections that your sales professionals have given you when it comes to you being
their leader?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. Can you think of sales pros right now that have not done something that youve asked them to do (aka
you havent closed them)?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

3. Considering that youre a sales pro first, write out a conversation/script to understand what their objectives
are, then present your solution to them. Close them on that solution.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Principle 3
Master the Sales Process
A manager knows what to do.
A coach knows why theyre doing it.

Reflection
1. Michael Phelps is a better swimmer than his coach, Bob Bowman. So does Bob Bowman add value to
Phelps? Why or why not?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Principle 4
Be the Sherpa
A manager tells team members where to go.
A coach guides the way.

Reflection
1. Have you ever had a Sherpa figure?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. If so, how and why were they effective?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Action Item
1. Study the Sherpas in your life and write down which qualities you can apply to your role.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Strategy Two
Coach to Win

(Principles 5 - 9 )

Principle 5
Coach, Dont Manage
Managing is what you do to someone.
Coaching is what you do for them.

Reflection
1. Which aspects of your approach fall into the management side (control, constrain, check) of the
spectrum?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. Which aspects of your approach fall into the coaching side (inspire, train) of the spectrum?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

1. Go through the synonyms for manage and coach and circle the words that most describe you on each side.
2. Add them up and determine what percentage of your style is like a coach and what is like a manager.
______%

COACH, DONT MANAGE


TO MANAGE:

TO COACH:

to control in
action or use

to give instruction or
advice to in the capacity
of a coach; instruct.

U`>i

Ui

UL

Ui>V

UV>i

U>

UV>`

Ui`V>i

U>>i

Ui>i

UV

U}`i

Ui}>i

Ui

U>ii

U>`i

UV>

Ui

Ui

U`ii

Ui>

UV>i

Principle 6
Be on Offense
Managers hear about the sale after it happens.
Coaches strategize before the sale.

Reflection
1. Does your management style lend itself more to a defensive posture or an offensive posture? How?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. What ways do you consistently move the ball forward?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
3. What ways do you find yourself managing defensively?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Principle 7
Be the 66%
Managers focus on get-fixed quick solutions.
Coaches focus on sustainability.

Reflection
1. What examples do you have of times youve seen the need for follow-up in your own life (diets, breaking
habits, etc.)?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. What examples do you have of times youve seen the need for follow-up in your professional life (or in
the lives of your team members)?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
3. In your own words, what is the difference between coaching and training?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

4. Where do you feel your existing/prior training approach falls (mostly coaching, mostly training, or
somewhere in between)? Why?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
5. Write down a time you and/or your team went to a one-day seminar and got the quick hit education, but
went back to old behaviors after a month or so? Why do you think that happened?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Action Item
1. Consider the scenario from reflection item 5. Write down a plan of action for how you will implement
coaching to lead sales professionals to retain their knowledge after similar situations in the future.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Principle 8
Live by the Formula for Success
Managers focus on changing circumstances.
Coaches focus on increasing conversion rates.

Reflection
1. Have you ever had the knee-jerk reaction of trying to combat low sales numbers by lowering prices?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
2. If so, what problems have arisen because of that approach?
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Principle 9
Prepare for the What Ifs
Managers prepare for the best.
Coaches prepare for the worst and hope for the best.

Reflection
1. Write out a past failed experience that if you planned better would have created a different outcome.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Action Item
1. Write scripts for the following scenarios:
Your top three producers quit.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

You end your month 25% behind quota.


______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
After one month of interviewing, you cant find the right talent for your team.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Returning prospects decrease by 30%.


______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Your top producer is not being a team player but you need his or her sales to make your quota.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

A competitor enters your market and offers a lower price than you.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

You increase your standards of performance and the sales professionals threaten to quit.
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________
______________________________________________________________________________________

Vous aimerez peut-être aussi