#salessimplified

Sales Coaching is the heart of sales performance.  It’s not just a process, but more so a way of life.  It is visceral.  A deep feeling that helps me establish how I will work with each sales professional I encounter and a commitment to support them to become a top performer in their field.  

In a study of 2,000 sales people by Sales Executive Council, sales professionals who received 3 or more hours of coaching per month on average reached 107 percent of their quota, compared to their non-coached piers who averaged 88 percent.  Another study done by Bersen Associates in 2007, identified coaching as the number one discipline, among 22 best practices within sales organizations.  Study after study, coaching is identified as the component for success.

There are 5 zones sales people operate within from day to day.  These are:  the Comfort Zone, the Dead Zone, the Panic Zone, the Depression Zone, and the Stretch Zone.  When I meet a new client I assess them to distinguish which zone they are performing their job in.  Only then can I adequately define how I can implement a training plan to effectively coach them to a successful goal of self-development and improvement.  Let’s define these zones so that you can determine which zone you are currently working in.  Be mindful, we aren’t monogamous to one zone, there is movement, but we do tend to be dominant in one.

The Comfort Zone

People living in the comfort zone aspire to be effective in their job roles.  They are creatures of habit, and do repetitively what has worked in the past.  This is a risky practice considering the world of sales is ever evolving, so are the customers, and the knowledge they are privy to.  Although this group is open to change, they are not proactive.

The Dead Zone

By contrast, people who reside here are disinterested in skill development.  They lack initiative.  It’s status quo.  They are disengaged.  They believe things are happening to them.

The Panic Zone

This is by far the coveted zone of most sales organizations.  This is the reactive zone.  Don’t get me wrong, sales people here care a great deal, otherwise why would they panic.  The problem is panic inhibits the learning, judgement, and performance of those within it.  It alters good decision making and leads to burnout.

The Depression Zone

If you’ve spent too much time lingering in the Panic Zone, you wind up in the Depression Zone.  This zone is the result of a long exposure to miserable circumstances.

The Stretch Zone

This is our goal zone and by far utopia in comparison to the rest.  Sales professionals here are involved and committed to not only their work, but ongoing improvement of themselves and their skills.  They are open to new ideas and technologies.  They believe that their actions are the catalysts for change. 

Now that you have determined what zone you are hovering in, let me tell you where coaching is best facilitated, and why.  The Stretch Zone is our best coaching environment, but very few sales people are currently existing here.  In a stressed sales culture, it’s hard to maintain a long life in the Stretch Zone and nearly impossible to be there alone.  This is why a coach is essential to success.  You must find a coach you can trust to lead you to the Stretch Zone.  One who you believe will help you succeed and add value, not just evaluate you.  Coaching is about support, not fear.  It makes the dynamic of stretching possible.  It’s a team mentality which creates independence for the sales professional through knowledge, self-improvement, and development.

I create an environment where each client has input, which fosters change.  This ensures that your internal drive becomes the generator for change and motivation.  External motivating forces, such as money and bonuses, are very limiting in training and improvement scenarios, as defined in many psychological studies.  In order to necessitate change, each external motivator would require constant replenishment and an increase in value.  This would be impossible to maintain by any sales organization.  When you give a client a voice, a sense of control, it moves their progress to the next level.  This is where each of my sales professionals can really stretch and succeed.

Sales Coaching is the heart of sales performance.  It’s not just a process, but more so a way of life.  It is visceral.  A deep feeling that helps me establish how I will work with each sales professional I encounter and a commitment to support them to become a top performer in their field.  

In a study of 2,000 sales people by Sales Executive Council, sales professionals who received 3 or more hours of coaching per month on average reached 107 percent of their quota, compared to their non-coached piers who averaged 88 percent.  Another study done by Bersen Associates in 2007, identified coaching as the number one discipline, among 22 best practices within 22 best practices.  Study after study, coaching is identified as the component for success.

There are 5 zones sales people operate within from day to day.  These are:  the Comfort Zone, the Dead Zone, the Panic Zone, the Depression Zone, and the Stretch Zone.  When I meet a new client I assess them to distinguish which zone they are performing their job in.  Only then can I adequately define how I can implement a training plan to effectively coach them to a successful goal of self-development and improvement.  Let’s define these zones so that you can determine which zone you are currently working in.  Be mindful, we aren’t monogamous to one zone, there is movement, but we do tend to be dominant in one.

The Comfort Zone

People living in the comfort zone aspire to be effective in their job roles.  They are creatures of habit, and do repetitively what has worked in the past.  This is a risky practice considering the world of sales is ever evolving, so are the customers, and the knowledge they are privy to.  Although this group is open to change, they are not proactive.

The Dead Zone

By contrast, people who reside here are disinterested in skill development.  They lack initiative.  It’s status quo.  They are disengaged.  They believe things are happening to them.

The Panic Zone

This is by far the coveted zone of most sales organizations.  This is the reactive zone.  Don’t get me wrong, sales people here care a great deal, otherwise why would they panic.  The problem is panic inhibits the learning, judgement, and performance of those within it.  It alters good decision making and leads to burnout.

The Depression Zone

If you’ve spent too much time lingering in the Panic Zone, you wind up in the Depression Zone.  This zone is the result of a long exposure to miserable circumstances.

The Stretch Zone

This is our goal zone and by far utopia in comparison to the rest.  Sales professionals here are involved and committed to not only their work, but ongoing improvement of themselves and their skills.  They are open to new ideas and technologies.  They believe that their actions are the catalysts for change. 

Now that you have determined what zone you are hovering in, let me tell you where coaching is best facilitated, and why.  The Stretch Zone is our best coaching environment, but very few sales people are currently existing here.  In a stressed sales culture, it’s hard to maintain a long life in the Stretch Zone and nearly impossible to be there alone.  This is why a coach is essential to success.  You must find a coach you can trust to lead you to the Stretch Zone.  One who you believe will help you succeed and add value, not just evaluate you.  Coaching is about support, not fear.  It makes the dynamic of stretching possible.  It’s a team mentality which creates independence for the sales professional through knowledge, self-improvement, and development.

I create an environment where each client has input, which fosters change.  This ensures that your internal drive becomes the generator for change and motivation.  External motivating forces, such as money and bonuses, are very limiting in training and improvement scenarios, as defined in many psychological studies.  In order to necessitate change, each external motivator would require constant replenishment and an increase in value.  This would be impossible to maintain by any sales organization.  When you give a client a voice, a sense of control, it moves their progress to the next level.  This is where each of my sales professionals can really stretch and succeed.

Sales Coaching is the heart of sales performance.  It’s not just a process, but more so a way of life.  It is visceral.  A deep feeling that helps me establish how I will work with each sales professional I encounter and a commitment to support them to become a top performer in their field.

There are 5 zones sales people operate within from day to day.  These are:  the Comfort Zone, the Dead Zone, the Panic Zone, the Depression Zone, and the Stretch Zone.  When I meet a new client I assess them to distinguish which zone they are performing their job in.  Only then can I adequately define how I can implement a training plan to effectively coach them to a successful goal of self-development and improvement.  Let’s define these zones so that you can determine which zone you are currently working in.  Be mindful, we aren’t monogamous to one zone, there is movement, but we do tend to be dominant in one.

The Comfort Zone

People living in the comfort zone aspire to be effective in their job roles.  They are creatures of habit, and do repetitively what has worked in the past.  This is a risky practice considering the world of sales is ever evolving, so are the customers, and the knowledge they are privy to.  Although this group is open to change, they are not proactive.

The Dead Zone

By contrast, people who reside here are disinterested in skill development.  They lack initiative.  It’s status quo.  They are disengaged.  They believe things are happening to them.

The Panic Zone

This is by far the coveted zone of most sales organizations.  This is the reactive zone.  Don’t get me wrong, sales people here care a great deal, otherwise why would they panic.  The problem is panic inhibits the learning, judgement, and performance of those within it.  It alters good decision making and leads to burnout.

The Depression Zone

If you’ve spent too much time lingering in the Panic Zone, you wind up in the Depression Zone.  This zone is the result of a long exposure to miserable circumstances.

The Stretch Zone

This is our goal zone and by far utopia in comparison to the rest.  Sales professionals here are involved and committed to not only their work, but ongoing improvement of themselves and their skills.  They are open to new ideas and technologies.  They believe that their actions are the catalysts for change. 

Now that you have determined what zone you are hovering in, let me tell you where coaching is best facilitated, and why.  The Stretch Zone is our best coaching environment, but very few sales people are currently existing here.  In a stressed sales culture, it’s hard to maintain a long life in the Stretch Zone and nearly impossible to be there alone.  This is why a coach is essential to success.  You must find a coach you can trust to lead you to the Stretch Zone.  One who you believe will help you succeed and add value, not just evaluate you.  Coaching is about support, not fear.  It makes the dynamic of stretching possible.  It’s a team mentality which creates independence for the sales professional through knowledge, self-improvement, and development.

I create an environment where each client has input, which fosters change.  This ensures that your internal drive becomes the generator for change and motivation.  External motivating forces, such as money and bonuses, are very limiting in training and improvement scenarios, as defined in many psychological studies.  In order to necessitate change, each external motivator would require constant replenishment and an increase in value.  This would be impossible to maintain by any sales organization.  When you give a client a voice, a sense of control, it moves their progress to the next level.  This is where each of my sales professionals can really stretch and succeed.

Networking, coaching, and training over the years has subjected me to a plethora of excuses, justifications, defenses, and constant attempts to explain why a sales professional is lacking in performance.  Most have been smoke screens to amendable issues that were overcome with a combination of training, coaching, and steadfast practice.  That doesn’t mean I don’t find some of these reasons downright absurd the minute they are uttered to me as a badge of protection.

Which leads me to my most recent offender, who shall remain nameless.  Recently, I was enjoying a networking event and was engaged by a few real estate professionals.  We began a casual conversation about the business, demographics, social selling, and what I do in terms of consulting.  It was a lovely exchange of me providing small tips and tricks, along with tidbits of information.  One woman decided to pull the trigger on what seemed to be an innocent question, but to me was an alarming admission. 

“Nikki, how do you close a prospect when you can’t listen to everything they say?”  Have you ever met someone who wears all their emotions on their face, despite how inappropriate they may be?  Well, that person is me.  My knee jerk response was “Why not?”  This was met with silence and a blank stare.  Rightly so, since it was a rhetorical question.  The foundation of selling your prospect on your product or service is engaging them to understand the problem they wish to solve and the needs that are motivating the purchase.  Only then can you recommend a solution to address the problem and fulfill the need.  This is done by active listening.

Do you remember when we were kids and our mom said “In one ear and out the other.”  That is the very thing I witness in my training and coaching sessions.  Sales people staring right at clients as they talk, hearing them, but not listening to a word that is being communicated.

Let’s take a little self-test and get honest with ourselves.  Have you ever found yourself – pretending to pay attention, conjuring up your rebuttal, daydreaming, itemizing your grocery list, interrupting your hopeful prospect listening with pre-conceived notions, or disconnected from all obvious signs of body language?

These idiosyncrasies unique to each of us, is why hearing is not equivalent to active listening.  This is your biggest road block to success.  So forget calling your manager and demanding a better product, or demanding the marketing director’s head on a platter, or scouring the internet for a blog on how to be a better closer….let’s start first by working on our listening skills.

Active listening isn’t a highly taught skillset.  So the likelihood of you ever being coached to thrive in this area is pretty slim.  Most people don’t even realize that their skills are in need of refinement or a tune-up.  Sales people just equate hearing with listening, like most others.  The steps below are a great basis for building a solid communication framework between you and your prospect.

1.       Be in the Moment – This really is a life lesson, but for purposes of this blog be present with your prospect.  An open-minded individual with no filters or pre-conceived notions is the most creative at crafting the best solutions to a customer’s problems.

2.       Never Interrupt Your Client – We learned this as children.  Do we get a pass as adults?  No!  I know you have great information to share, but wait your turn.  It will demonstrate patience and respect, which are worthy qualities in a sales person.

3.       Stop Creating the Great Debate – Psychologically our tendency is to resist new information that doesn’t coincide with our existing belief system.  If your prospect says something that challenges you, immediately you begin to craft your response causing you to stop the listening process.  Wait until you have received all the information about any topic you feel disputed on, then after your client has communicated all their feelings, respond appropriately.  Don’t ever be afraid of silence during the sales process.  This is the biggest mistake I see sales professionals make.

4.       Paraphrase Your Patron’s Words – If people feel like you are invested in what they are sharing, it makes them more apt to explain their feelings in greater detail.  As sales people, this is exactly the information we need to successfully perform our jobs.  We sell off emotion and exchange of information.  We need the circumstances, the dominant buying motive, the needs, the why, which can only be heard through active listening.  It’s the key to unlocking all the information to provide your prospects with your invaluable service to enhance their lives, fulfill their needs, and solve their problems, as well as create trust.

5.       No Technology – No phones, no texts, no emails, no social media, no calls.  NO EXCEPTIONS

I know some of you may have issues attempting to retain a mass amount of information at once.  In that case, take notes.  Shorthand, of course, and try to engage as much eye contact as possible when doing so.

Networking, coaching, and training over the years has subjected me to a plethora of excuses, justifications, defenses, and constant attempts to explain why a sales professional is lacking in performance.  Most have been smoke screens to amendable issues that were overcome with a combination of training, coaching, and steadfast practice.  That doesn’t mean I don’t find some of these reasons downright absurd the minute they are uttered to me as a badge of protection.

Which leads me to my most recent offender, who shall remain nameless.  Recently, I was enjoying a networking event and was engaged by a few real estate professionals.  We began a casual conversation about the business, demographics, social selling, and what I do in terms of consulting.  It was a lovely exchange of me providing small tips and tricks, along with tidbits of information.  One woman decided to pull the trigger on what seemed to be an innocent question, but to me was an alarming admission. 

“Nikki, how do you close a prospect when you can’t listen to everything they say?”  Have you ever met someone who wears all their emotions on their face, despite how inappropriate they may be?  Well, that person is me.  My knee jerk response was “Why not?”  This was met with silence and a blank stare.  Rightly so, since it was a rhetorical question.  The foundation of selling your prospect on your product or service is engaging them to understand the problem they wish to solve and the needs that are motivating the purchase.  Only then can you recommend a solution to address the problem and fulfill the need.  This is done by active listening.

Do you remember when we were kids and our mom said “In one ear and out the other.”  That is the very thing I witness in my training and coaching sessions.  Sales people staring right at clients as they talk, hearing them, but not listening to a word that is being communicated.

Let’s take a little self-test and get honest with ourselves.  Have you ever found yourself – pretending to pay attention, conjuring up your rebuttal, daydreaming, itemizing your grocery list, interrupting your hopeful prospect listening with pre-conceived notions, or disconnected from all obvious signs of body language?

These idiosyncrasies unique to each of us, is why hearing is not equivalent to active listening.  This is your biggest road block to success.  So forget calling your manager and demanding a better product, or demanding the marketing director’s head on a platter, or scouring the internet for a blog on how to be a better closer….let’s start first by working on our listening skills.

Active listening isn’t a highly taught skillset.  So the likelihood of you ever being coached to thrive in this area is pretty slim.  Most people don’t even realize that their skills are in need of refinement or a tune-up.  Sales people just equate hearing with listening, like most others.  The steps below are a great basis for building a solid communication framework between you and your prospect.

1.       Be in the Moment – This really is a life lesson, but for purposes of this blog be present with your prospect.  An open-minded individual with no filters or pre-conceived notions is the most creative at crafting the best solutions to a customer’s problems.

2.       Never Interrupt Your Client – We learned this as children.  Do we get a pass as adults?  No!  I know you have great information to share, but wait your turn.  It will demonstrate patience and respect, which are worthy qualities in a sales person.

3.       Stop Creating the Great Debate – Psychologically our tendency is to resist new information that doesn’t coincide with our existing belief system.  If your prospect says something that challenges you, immediately you begin to craft your response causing you to stop the listening process.  Wait until you have received all the information about any topic you feel disputed on, then after your client has communicated all their feelings, respond appropriately.  Don’t ever be afraid of silence during the sales process.  This is the biggest mistake I see sales professionals make.

4.       Paraphrase Your Patron’s Words – If people feel like you are invested in what they are sharing, it makes them more apt to explain their feelings in greater detail.  As sales people, this is exactly the information we need to successfully perform our jobs.  We sell off emotion and exchange of information.  We need the circumstances, the dominant buying motive, the needs, the why, which can only be heard through active listening.  It’s the key to unlocking all the information to provide your prospects with your invaluable service to enhance their lives, fulfill their needs, and solve their problems, as well as create trust.

5.       No Technology – No phones, no texts, no emails, no social media, no calls.  NO EXCEPTIONS

I know some of you may have issues attempting to retain a mass amount of information at once.  In that case, take notes.  Shorthand, of course, and try to engage as much eye contact as possible when doing so.

Networking, coaching, and training over the years has subjected me to a plethora of excuses, justifications, defenses, and constant attempts to explain why a sales professional is lacking in performance.  Most have been smoke screens to amendable issues that were overcome with a combination of training, coaching, and steadfast practice.  That doesn’t mean I don’t find some of these reasons downright absurd the minute they are uttered to me as a badge of protection.

Which leads me to my most recent offender, who shall remain nameless.  Recently, I was enjoying a networking event and was engaged by a few real estate professionals.  We began a casual conversation about the business, demographics, social selling, and what I do in terms of consulting.  It was a lovely exchange of me providing small tips and tricks, along with tidbits of information.  One woman decided to pull the trigger on what seemed to be an innocent question, but to me was an alarming admission. 

“Nikki, how do you close a prospect when you can’t listen to everything they say?”  Have you ever met someone who wears all their emotions on their face, despite how inappropriate they may be?  Well, that person is me.  My knee jerk response was “Why not?”  This was met with silence and a blank stare.  Rightly so, since it was a rhetorical question.  The foundation of selling your prospect on your product or service is engaging them to understand the problem they wish to solve and the needs that are motivating the purchase.  Only then can you recommend a solution to address the problem and fulfill the need.  This is done by active listening.

Do you remember when we were kids and our mom said “In one ear and out the other.”  That is the very thing I witness in my training and coaching sessions.  Sales people staring right at clients as they talk, hearing them, but not listening to a word that is being communicated.

Let’s take a little self-test and get honest with ourselves.  Have you ever found yourself – pretending to pay attention, conjuring up your rebuttal, daydreaming, itemizing your grocery list, interrupting your hopeful prospect listening with pre-conceived notions, or disconnected from all obvious signs of body language?

These idiosyncrasies unique to each of us, is why hearing is not equivalent to active listening.  This is your biggest road block to success.  So forget calling your manager and demanding a better product, or demanding the marketing director’s head on a platter, or scouring the internet for a blog on how to be a better closer….let’s start first by working on our listening skills.

Active listening isn’t a highly taught skillset.  So the likelihood of you ever being coached to thrive in this area is pretty slim.  Most people don’t even realize that their skills are in need of refinement or a tune-up.  Sales people just equate hearing with listening, like most others.  The steps below are a great basis for building a solid communication framework between you and your prospect.

1.       Be in the Moment – This really is a life lesson, but for purposes of this blog be present with your prospect.  An open-minded individual with no filters or pre-conceived notions is the most creative at crafting the best solutions to a customer’s problems.

2.       Never Interrupt Your Client – We learned this as children.  Do we get a pass as adults?  No!  I know you have great information to share, but wait your turn.  It will demonstrate patience and respect, which are worthy qualities in a sales person.

3.       Stop Creating the Great Debate – Psychologically our tendency is to resist new information that doesn’t coincide with our existing belief system.  If your prospect says something that challenges you, immediately you begin to craft your response causing you to stop the listening process.  Wait until you have received all the information about any topic you feel disputed on, then after your client has communicated all their feelings, respond appropriately.  Don’t ever be afraid of silence during the sales process.  This is the biggest mistake I see sales professionals make.

4.       Paraphrase Your Patron’s Words – If people feel like you are invested in what they are sharing, it makes them more apt to explain their feelings in greater detail.  As sales people, this is exactly the information we need to successfully perform our jobs.  We sell off emotion and exchange of information.  We need the circumstances, the dominant buying motive, the needs, the why, which can only be heard through active listening.  It’s the key to unlocking all the information to provide your prospects with your invaluable service to enhance their lives, fulfill their needs, and solve their problems, as well as create trust.

5.       No Technology – No phones, no texts, no emails, no social media, no calls.  NO EXCEPTIONS

I know some of you may have issues attempting to retain a mass amount of information at once.  In that case, take notes.  Shorthand, of course, and try to engage as much eye contact as possible when doing so.