(From October 2016) Success in sales isn’t based solely on following a set of mechanical, process-driven rules. It begins within the head and heart of the salesperson. This webinar from Integrity Solutions focused on shifting managers’ coaching mindset from that of a “mistake catcher” and “problem solver” to a coaching leader capable of instilling confidence, a sense of ownership, and fully realized potential in the salespeople they manage. Learn a practical road map for building a sales coaching culture that unleashes inner potential and drives business results.

1. From Boss to Coach:
Turning Great Sales Managers into Great Coaches
CoachBOSS

2. integritysolutions.com
Please email us at info@integritysolutions.com
More about
Developing excellence in
Sales, Coaching, Leadership and
Customer Service
Igniting passion with a specific
focus on their attitudes, values,
motivations, and beliefs.

3.  Challenges and Strategies
for Sales Leaders
 5 Performance Drivers of
Sales Achievement
 Tangible Coaching
Strategies for Helping Sales
People
 Why and How to Shift a
Coaching Mindset
 Tactics for Coaching High
Performers
What You’ll Discover

4. HIGHER performance
MORE engaged
HIGHER productivity
GREATER retention
STRONGER bench strength
Coaching pays off!
Sales Executive Council, Gallop
Outperform peers by 27%
By 25%
Discretionary effort up 18%
Less likely to leave by +25%
More promotable by 11%

5. 68% of employees say their managers
are NOT ACTIVELY ENGAGED in
their career development.

6. • The BEST PLAYERS make the BEST
COACHES.
• The ATTITUDE of selling isn’t as critical as
the SKILLS.
• Coaching is more about SOLVING
PROBLEMS than DEVELOPING
CONFIDENCE.
Coaching Misconceptions

7. The BEST PLAYERS
don’t necessarily make
the BEST COACHES.

8. 3 Strategies for Making the Transition
1. Believe in yourself and your
people.
2. Set meaningful goals
and create individualized
development plans.
3. Uncover and address
leadership performance
gaps.

9. Don’t forget about the
emotional side of selling.

10. POLL
What most impacts a salesperson’s
success?
1. Product Knowledge
2. Selling Skills
3. Attitudes and Beliefs

11. A person’s
attitudes,
beliefs and
values have more to
do with the level of
success than
knowledge or skills.
Success Factors
Knowledge & Technical Skills
Attitudes, Values, Beliefs, Motives
and Achievement Drive
15%
85%

12. Sales Congruence Model
View
of
Selling Commitment
to
Activities
Values
View of
Abilities
Belief
in
Product
Congruence
™

13. View of Selling
View
of
Selling

14. POLLWhat percentage
of your current sales reps
have a positive view of
selling?

15. 3 Strategies for Ensuring a Positive View
1. Ask questions to understand beliefs and
goals.
2. Gain insight into emotions as well as
facts.
3. Seek to Understand their full perspective
before sharing your own.

16. View of Abilities
View
of
Selling
View of
Abilities

17. Values
View
of
Selling
Values
View of
Abilities

18. Commitment to Activities
View
of
Selling Commitment
to
Activities
Values
View of
Abilities

19. POLL
What percentage of your current sales reps
do the things they WANT to do, not just the
things they HAVE to do?
1. Less than half
2. About half
3. More than half

20. 3 Strategies for Ensuring Commitment
1. Show how activities align
with overall goals.
2. Equip them with training
and tools.
3. Help them organize and
prioritize to achieve
maximum results.

21. Belief in Product
Congruence releases energy
and achievement drive.
Gaps create conflict
and disengagement.
View
of
Selling Commitment
to
Activities
Values
View of
Abilities
Belief
in
Product
Congruence
™

22. BEHAVIORS FOLLOW
BELIEFS.

23. POLL
Which area do you personally think you need the
least and most development?
1. View of Selling
2. View of Abilities
3. Values
4. Commitment to Activities
5. Belief in Product

24. Sales Congruence
View
of
Selling Commitment
to
Activities
Values
View of
Abilities
Belief
in
Product
Congruence
™

25. The art of coaching
is not in the telling
but in the asking.

26. Questions to Ask
1. Where are you now in terms of
<Congruence model>?
2. Where would you like to be?
3. What are the risks of staying in
your current situation?
4. How could you improve?
5. What’s your sense of urgency to
move into the desired situation?

27. Coaches Need Congruence Too!

28. Coaching is not solving
problems for your team.

29. Inherent Challenge
Some leaders have the
mindset that coaching is
catching mistakes and
solving problems rather
than developing
confidence, instilling a
sense of ownership and
maximizing reps’
potential.

30. Sales Coaching can increase TOP
LINE REVENUE by up to 20%--
Salesforce

31. WHEEL OF
“MIS- FORTUNE”

32. Companies who implement
regular employee feedback
have turnover rates that are
14.9%lower than employees
who receive no feedback.
--Gallup

33. 1. Invite them to step out
of their comfort zone.
2. Never tell them what
you can ask them.
3. Treat failure as a
development
opportunity.
3 Tactics for Coaching High Performers

34. Turn GOOD LEADERS into GOOD COACHES to
REDUCE unwanted turnover and ENSURE sales
teams are EQUIPPED and ENGAGED.

36. From Boss to Coach:
Turning Great Sales Managers into Great Coaches
Thank you for your participation
CoachBOSS