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The #1 Reason Why Sales Coaching is Critical to your 2022 Sales Success
- 1. Tim Hughes Co-Founder and CEO of DLA Ignite Rayvonne Carter Sales Pro Central Webinar Coordinator The #1 Reason Why Sales Coaching is Critical to Your 2022 Sales Success Sales Pro Central Expert Insights. Personalized For you.
- 2. Sales Pro Central Expert Insights. Personalized For you. Lessonly by Seismic is a powerfully simple training, coaching, and enablement solution that helps teams ramp faster, deliver effective feedback, and continuously improve. With Lessonly by Seismic, more than four million learners at 1,200+ leading companies—including Scholastic, Jostens, and U.S. Cellular—share knowledge, develop skills, and reinforce best practices. The results? Higher NPS scores, more deals closed, and a superior customer experience. To learn more, visit www.lessonly.com Sponsored by:
- 3. Sales Pro Central Expert Insights. Personalized For you. TO USE YOUR TELEPHONE: You must select "Use Telephone" after joining and call in using the numbers below. United States: +1 (631) 992-3221 Access Code: 935-988-619 Audio PIN: Shown after joining the webinar TO USE YOUR COMPUTER'S AUDIO: When the webinar begins, you will be connected to audio using your computer's microphone and speakers (VoIP). A headset is recommended. Click on the Questions panel to interact with the presenters --OR- -
- 4. Sales Pro Central Expert Insights. Personalized For you. Tim Hughes Co-Founder and CEO of DLA Ignite The #1 Reason Why Sales Coaching is Critical to Your 2022 Sales Success
- 5. 5 Tim Hughes CEO | DLA Ignite @Timothy_Hughes https://www.linkedin.com/in/timothyhughessocialselling/
- 6. We all know the world has changed
- 9. Gestalt thinking 1 in 16 1 in 2
- 12. 12
- 13. Strategy – busines transformation
- 14. 14 • Visibility – recognition in the marketplace • Trusted advisor status • Retaining and recruiting employees • Employee engagement and shared sense of purpose • Pipeline, growth, new logos and inbound
- 15. The challenge • IS NOT • Knowing how social networks work • Understanding the algorithm • Grasping the importance of a network • Understanding the theory • Having a great script • Using “old” thinking IS • Maintaining consistency • Posting often • Being brave with your content • Being pragmatic about what’s working and what isn’t • Trying new things • Building the right habits • Being “social”
- 17. Will’s slide 17
- 18. 18 Copyright © 2022 Digital Leadership Associates
- 19. How you appear and how you act will determine your success
- 20. Build or Buy?
- 22. But I’m not social Tim
- 23. What people say • I’m “not very social” • I don’t have time • I’m “old school” • I don’t want to share my personal life • I couldn’t think of anything to write • My customers aren’t there What people mean • Nobody is interested in me • I’m too busy doing “old” tasks • I fear learning new skills • What happens if people don’t like me • I don’t think I’m an expert • I’m afraid to reach out to new people
- 25. Network
- 26. Why is this important?
- 27. How well connected are you?
- 28. Engaging
- 30. Publish content
- 34. 124 leads 28 new outbound connections 13 new inbound connections 6 x C-Level meetings 2 proposals > 1 purchase order Nearly 20,000 people ‘saw’ me / profile / DLA …..from 10 minutes work
- 35. Social Selling & Influence Programme Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Social Strategy Social Selling and Influence Social Selling & influence Programme • 5 x 2.5 hour workshops spaced 2 weeks apart. 1 to 1 sessions in between. • Maximum 10 people on a single programme • Internet access and use of a laptop or mobile device is required Analysis of current profiles One to Ones One to Ones One to Ones One to Ones One to Ones Personal Branding Workshop Growing Your Network Workshop Being Found Workshop Building Influence Workshop Creating content Workshop Wrap Up and Next Steps Stakeholder interviews and workshop preparation Social Strategy Workshop Analysis and Report Social Strategy Present Report and Next Steps
- 36. What are the challenges you will face?
- 37. • Time • Stress/learning/empowerment • Personal responsibility • Habit • Maintaining behaviors
- 38. •“When I’m feeling down/low or I’m struggling with creating content or finding time, my coach is there at my shoulder to steady me to take a breath, refocus me on my skills and move ahead with confidence.”
- 39. Simple…
- 40. …but not easy
- 41. Tim Hughes Rayvonne Carter Webinar Coordinator, Sales Pro Central /in/timothyhughessocialselling/ dlaignite.com/ @Timothy_Hughes /in/rayvonnecarter/ salesprocentral.com @salesprocentral Q&A To view today's episode visit, https://www.salesprocentral.com/frs/20858820/the--1-reason-why-sales-coaching-is-critical-to-your-2022-sales- Co-Founder and CEO of DLA Ignite
- 42. 42 Tim Hughes CEO | DLA Ignite @Timothy_Hughes https://www.linkedin.com/in/timothyhughessocialselling/
Notas del editor
- This episode could look into sales training techniques, improving performance, keeping your sales team motivated,
- A quick refresh
- Whether we’re talking about politics, technology or fashion people’s beliefs and understanding are massively influenced/controlled by social…including your prospects. But tapping-in to this behaviour won’t happen from randomly posting things it needs a strategic change in your behaviour and those of the organization. It requires: A clear objective and a belief that this is the solution Regular actions that drive in that direction A change in behaviour – mind set change and habit change Support from colleagues and managers
- It begins with you needing to stand-out - if you use your profile to document what you’ve done and where you’ve been you end up looking like everyone else…so it doesn’t matter who the buyer chooses and you are interchangeable with your competitors. If you stand out you have a huge advantage and here’s how.
- To refresh your mind about Gestalt thinking https://youtu.be/npiqSvV_SHE?t=984 Standing-out improves the odds of being selected and you’re much more likely to be remembered. To see this in action have a look at my profile But standing-out requires you to look and act differently. So, if you believe this, if you’ve drunk the coolaid and want to be social you need to be social to your core and this requires YOU to change not just to “do a few things and go back to your old behaviour” and that invariably requires coaching.
- Coaching is a long-term change programme. You won’t achieve this with a “hints and tips seminar” or “secrets of social” workshop. This quick-fix isn’t going to change your success not how the business operates. Likening it to the gym…a tour of the machines in the gym is not the same as a personal trainer programme.
- Coaching, particularly in social, is very much a strategic endeavour. It requires time to support people through their transformation Because social touches so many areas of a business This in in fact business transformation because getting this right touches so many areas within a business. This means that getting senior sponsorship will be really important if this isn’t going to just be another tactical solution that withers and dies. The sustainable long-term and strategic change comes only from coaching people to be different, the coach is the constant.
- But the challenge isn’t understand the benefits or the processes, the challenge is in doing them.
- We often go in to social thinking we need to have knowledge of the inner workings of the networks and how to “shortcut” what they are trying to do (often referred to as “gaming the algorithm) but this isn’t the answer. As Brian Solis said “social media is less about technology and more about psychology” and he was right. This is all about people.
- Whose this? Serena Williams and …… Patrick Mouratoglou A coach helps you to understand where you’re going wrong if you’re not getting the results you expect, keep you focused (in terms of targeting and KPIs) and help you to remain motivated and is an external sounding board to help. Overcome your fears Be efficient in your working practices Take personal responsibility for your success/career/happiness Maintain the “good” behaviours Analyse what is (and isn’t) working The important thing is that the coach needs to be a good coach as well as understanding what they are coaching.
- The old way was interrupt and pitch, we know that doesn’t work any longer. We know this. We know we what we need to do. We look at well-known people, successful people, and we see how straightforward their success is…yet we still don’t do it ourselves.
- Could you build your own coaching programme? Sure you could. The issue though is that this takes time and effort and the acknowledgement that you might go down a number of dead-alleys before you find the right route. Buying an external coach not only beings a wealth of ideas from someone who isn’t you or your colleague, but also experience in other industries and with other companies that may already have tried and learned from the experience if doing things.
- Your reasons for not being social, what the challenges are and how you articulate those is interesting. From our experience of coaching hundreds of people we see there is a deep-seated belief that underpins their lack of action.: I’m not interesting Nobody new would want to connect to me I can’t just strike-up a conversation with someone I’m not liked I’m not a writer Nobody wants to hear about me None of which are true in our experience.
- Once you have acknowledge that you “simply” need to do three things…
- You might have 2000 connections but if they’re not in your target industries/accounts then they’re not going to help you to achieve your objectives. A plan for connecting to where you want to have influence is crucial and building the network in the right areas is crucial to get the influence an dtraciton where it’s needed
- You might have 2000 connections but if they’re not in your target industries/accounts then they’re not going to help you to achieve your objectives. A plan for connecting to where you want to have influence is crucial and building the network in the right areas is crucial to get the influence an dtraciton where it’s needed
- Social networks are a very crowded shopping street…if you don’t reach out and engage someone in conversation and be nice they will simply stroll on by.
- But not just any content…it needs to do certain things.
- We were very luck that a client we were coaching said this one day.
- It is simple…but you knew that already…and despite being on LinkedIn (and social) for more than a decade you haven’t done it!
- This episode could look into sales training techniques, improving performance, keeping your sales team motivated,