I wrote this blog over a year ago. Many of my customers liked it so I am re-posting it today. Whether you are a business owner, a CEO, VP of sales or a lonely salesperson who feels the whole world is on her shoulders, we all can use some sales coaching help. Do you feel like you are “going it alone”? If so, these three tips may help. However, for the long run, may I suggest finding an accountability partner, a mentor or a sales coach you can periodically talk to and keep you on track to realizing your goals. The feeling of being alone is all encompassing and can hurt your ability to perform. Why risk self-sabotage? Connect with someone, who will listen, and who’s opinion your respect and trust.
It doesn’t matter if you are a new salesperson or a CEO of a $100 million company, we can begin with some simple questions to ask ourselves (and discuss with a coach too if you have one). So, to start, let’s take out a separate piece of paper and answer these following questions:
- Define your challenges? Are they personal achievements, revenue, profit or market based – what are the top 5 challenges you face now? Rank them most to least importance and then by urgency. What are your solutions to each problem? What are the underlying causes of each challenge? What is the impact if you were to change? What would happen if you did nothing?
- Re-State your goals? How have the above challenges interfered with your goals? Complete the gap analysis: the difference between where you are now and where you want to be on a specific date in the future. The more specific, the better. Once you understand of cost to change and its personal impact, you will have a clearer future to make an objective decision.
- What are your costs and benefits? Costs and benefits are the real arbiters of challenges. Which is greater: the pain of change or the pain of doing nothing? In a previous blog, I wrote about The Selling Skills and Willy Loman and his inability to improve. He didn’t do anything to improve or better himself. What if YOU did nothing? One of the hardest questions to ask ourselves is if the pain is high enough for you to stay (do nothing) or get out of your “comfort zone” (by making a change)? Do you have the mental fortitude to change on your own or would it help you to join a support group to seek advice? Another way to look at it is to consider the value to you if you removed those challenges? Change takes courage. What are the benefits to you if you did change?
Once you have to answer those three questions, create the plan with goals, strategies, and action plans to move past those challenges. Replace old activities with new productive behaviors. One useful tool when setting goals is to apply the S.M.A.R.T. elements.
The key to these sales tips is to objectively look at your challenges and admitting you can meet them head-n by yourself or you could use help from a good sales coach or executive coach. Contrary to urban myth, it’s NOT a sign of weakness to ask for help. Whether you are an owner or a new salesperson, find someone who can align your professional goals and personal goals, as well. Find a coach you can trust and talk with on a regular basis. Getting those tough emotional issues out into the light of day will relieve stress, increase your performance and improve your decision-making ability. Plus, it just might help you sleep better at night.
How about you?
Would a business coach help you reach your goals?
Do you have a business coach? How is he/she helpful?
Do you have any questions or comments for me below? I promise to reply within 12 hours.