COACHING


COACHING FOR ACCOUNTABILITY Too often sales coaching devolves into unstructured catch-ups, ad hoc problem- solving, and periodic account reviews. These are important parts of coaching, but effective sales coaching requires more.


The goal is to coach for a transformation—both


an action (e.g., better deal management) and accountability from the seller to see it through. Here are four ways sales managers and coaches can hold sellers accountable.


1. Overcome a Lack of Motivation Coaches can reignite motivation by helping sellers set goals and reconnect with their “why”—their core motivations for success. Using a tool like a goal-setting worksheet— where the seller identifies their goals, their “why,” and the actions and habits that will get them there—can be the basis for a regular schedule of ongoing conversations between seller and coach.


2. Deconstruct the “Not Enough Time” Excuse When sellers say they don’t have enough time, it usually means they have time management and prioritization issues. Coaches can guide sellers to use personal productivity tactics, including: • Create a weekly action plan. For the most efficient use of time, it’s helpful to have a plan that includes the seller’s most important activities for that week. Coach sellers to keep their priority list short. With scrutiny, sellers can shrink almost any list, which increases the chances of success.


• Learn to say no. It’s easy to say yes to everything. It’s also a saboteur of productivity and performance. Give sellers permission to say yes to activities only if doing so helps them achieve their goals. Of course, that’s rare, which is kind of the point.


• Develop a productive morning routine. Teach sellers the importance of a solid morning routine, one that gets them in the right frame of mind. Starting the day with your greatest impact activity, when you have the most energy and focus, means it’s more likely to get done.


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3. Limit Distractions It’s difficult for a seller to turn off alerts and notifications. That next email or text might be critical to moving a deal forward. But not every notification is important nor do notifications require round-the-clock attention. Unfortunately, too many sellers waste time on these and other distractions. Have sellers try blocking out “do not disturb”


time or turning off notifications altogether. Some sellers benefit from a change in environment or a reorganization of their space to reduce distractions. Yet another tactic for curbing distraction is TIME


sprinting. During sprints, the seller allocates a specific amount of time to a pre-planned activity and focuses only on that activity. Try this while writing a proposal, planning a negotiation, prospecting, or anything that requires focus.


4. Close Productivity Gaps Productivity is the result of multiple decisions throughout the day. It’s also the composite of behaviors and habits sustained over time. Consistency is key. For example, if I’m procrastinating starting a task, I say out loud, “3, 2, 1, go!” to get started on it, or “3, 2, 1, stop!” to quit something that doesn’t move me toward my goals. Sales managers and coaches can also introduce


time-based challenges for sellers, like the RAIN Group 90-Day Productivity Code Challenge, or commitment contracts and accountability partners that help keep sellers accountable.


BUILD A TEAM OF TOP PERFORMERS WITH SALES COACHING Sales coaching done right—with accountability built in—can have a significant impact on team performance. The reason is simple: Accountability systems help guarantee consistency over time. It’s one thing to complete a single task after being asked to do so, or to ignore a distraction for a day; it’s another thing to commit to executing over time. Put your sales team in the best possible position to deal with the challenges in the year ahead by coaching them for action and accountability. 


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