powerful sales coaching
Post on 06-Dec-2014
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Sales Coaching
JP Aclan
COACHING
What is it all about?
• 15 Regional Sales Managers• 18 Distributor
Managers• 18 Key Account
Managers• 2 National Sales
Managers• 360 – 53 = WINNING
WINNING . . .
How do you do it?
#1
An Overriding Purpose:
WINNING…
Thru People.
TeachableHungry
TenaciousPlayers
Poodle Bulldog
Same breed, but different characteristics . . .
BUILD YOUR PLAYERS, DEVELOP YOUR TEAM.
“The World’s biggest problems were solved
when they were still small”- The Tao
#2
Can’t share what you don’t have
SkillsMindsets / Mental Models
“Experience/
Wisdom”
“Cycle Times”
STRENGTHEN YOURSELF THROUGH EXPERIENCE
Respect, Trust &
Confidence
Ingredients:
WINNING
TEACHABLE
TENACIOUS PLAYERS
EXPERIENCE
#3
Perfect practice makes perfect.
Perfect Practice – Mindsets,
FundamentalsDetails, Experiences
#4
Repetition… Repetition…Repetition…
Repetition…………Repetition………..Ad
Nauseaum
KNOWLEDGE MASTERY2nd NATURE / SPONTATNEO
US
CONTINUOUSLY DEVELOP YOURSELF
#5
Not just quality time but quantity
time
- The Buddha
THOUGHTS
WORDS
ACTIONS
HABITS
CHARACTER
DESTINY
COOKING:
“Routine Excellence”
2nd Nature
PERFECT PRACTICE
REPETITION
QUALITY &
QUANTITY TIME
INNOVATE
RESPONSIVENESS
RELIABLE/ROUTINE
EXCELLENCE
INVEST SIGNIFICANT AMOUNT OF WORK TIME
#6Reinterpreting the
Context
“For as long as we know the why’s, we can do with any of
the how’s.”
Events
Build the business,Build the character.
DEVELOP YOUR STRATEGIC INSIGHTS
#7
KISSKeep It Simple & Sweet
KISS
“The chain is only as strong as its
weakest link.”
Economics of Attention & Focus
Simple/Understood - “Mother-in-law principle”
Remembered/Executed - “Little Son Principle”
Mother-in-law Principle – If my mother in law can understand it, anyone can understand it.
Little Son Principle – If my little boy can execute it, anybody can execute it.
THE BEST LEADERS ARE THE GREATEST SIMPLIFIERS
#8 Different StrokesFor
Different FolksFor
Different Tasks
HI TALENT
Hi Expectation
sBig Projects Less Time
AVERAGE TALENT
Ave Expectation
sAve Projects Ave Time
BELOW AVERAGE TALENT
Lower Expectation
s
Lower Projects Lower Time
Accentuate the strengths
Task at hand
NO TWO INDIVIDUALS ARE ALIKE
#9
A Brew of SubstanceAnd
- FORM -
• Build the Biz
• Build the Character
• Drama
• Life Changing Events
Seasoning:
Mental Models
FORMSUBSTANCE
SPONTANEITY IS THE NAME OF THE GAME
Thank You
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