Written By: Sarah Greer
Getting the most out of a coaching relationship requires that you approach it with the right attitude, expectations, and mindset.
Before becoming a Sales Gravy master trainer and coach, I was a Sales Manager. In that role, my favorite responsibilities were the mentorship and one to one coaching of my sales reps.
I’d always had fabulous mentors and coaches throughout my career who helped me develop and grow. There is nothing like the feeling of having someone whom you trust and respect in your corner who is invested in helping you achieve your goals.
Those experiences inspired me to become a professional coach focused on helping sales professionals, leaders, and business owners improve their performance.
What I’ve learned from hundreds of hours of coaching, though, is that getting the most out of a coaching relationship requires both parties to do their part to make it successful.
Every coaching experience is different. Not one of my coaching clients has followed the same process as another. A good coaching plan doesn’t follow a standard script; it is customized for individual needs and goals.
Sometimes the coaching sessions end up being more of a vent session and that’s okay. The comfort level has to be there to get the most out of coaching which means talking through both the good and the bad.
That’s how you actually open up, get ultra-transparent, and create lasting change.
Recently I worked with a client who wanted help with increasing prospecting activity. She told me up front that she hated prospecting.
This is true for many of the sales professionals I coach. Prospecting can be challenging. The good news is that coaching provides an immediate foundation for accountability and support.
We set up our first coaching call and got down to work. We spent the first few sessions talking through prospecting messaging and sequencing. Then we shifted the focus to organizing her sales day, consistency, and execution.
Finally, we leveraged the principles from Fanatical Prospecting to develop a customized prospecting plan for her.
With a system in place, and me as her accountability partner, she changed her mindset about prospecting. She began to look forward to building her pipeline. Once she made that mindset shift, it didn’t take long for her sales performance to make a dramatic improvement.
My very favorite part of coaching is when my client makes a massive mindset shift like this that opens them up to new possibilities. But this transformation is a two way street. I have to do my job to facilitate change and they have to take responsibility and own those things that they can control.
A coaching relationship can be a powerful tool for personal and professional growth, but it’s important to approach it with the right mindset and expectations in order to get the most out of it.
Getting the most from a coaching relationship begins with working with your coach to gain clarity on your goals, expectations, and desired outcomes. This doesn’t mean that you need to enter the coaching relationship with all of the answers or the perfect plan. A big part of engaging a coach is getting the help you need to formulate clear goals.
What is important to understand is that your transformation begins and ends with transparency, honesty, awareness, and clarity about exactly what you want and where you wish to go. As the great Yogi Berra once said, “If you don’t know where you are going, you’ll end up someplace else.”
The good news is that with the right approach and attitude, a coaching relationship can help you improve and transform your sales performance, achieve your goals, and become the best version of yourself.
Sarah Greer is a Master Trainer and Coach with over 20 years of sales…
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