Increase Sales with Curbside Coaching

To be a successful sales manager and increase sales you must learn how to  effectively perform curbside coaching.

Every sales call presents “lessons to be learned”. Salespeople who learn  these lessons best develop their capabilities and improve their performance.  Those who don’t or can’t learn the lessons find themselves doomed to mediocrity  or failure.

Your job as a manager is to make sure your salespeople benefit from each call  they make. The best way to do this is during the post-call coaching session,  sometimes called “curbside coaching.”

When to Do It?

The best time to give feedback is immediately after the  call. At this time, the details of the call are  still fresh in your mind and the mind of the salesperson.

However, there are times when you can’t immediately curbside coach. If this  is the case, be sure to jot your thoughts down on paper so you can discuss at a  later time.

What Should a Coaching Session Accomplish?

The obvious answers are for the salesperson to recognize what they right and  understand ways to improve. However, there are several other objectives that the  session should achieve.

Have the salesperson:

• Assess the extent the salesperson achieved the call objectives

• Recognize what factors favorably influenced the outcome of the call

• Recognize what factors negatively influenced the outcome of the call

• Identify other actions that could have made the call more effective

• Determine what follow up actions are needed

The coaching session should also enable you to:

• Assess the salesperson’s ability in planning, implementing and analyzing a  sales call

• Reinforce the salesperson’s strengths

• Identify areas for you to work with the salesperson

• Improve your relationship with the salesperson

• Gain insight into the types of issues your salesperson is confronting in  the field

Salespeople need coaching to be at the top of their game. Invest the time  after every call to develop your salespeople and increase sales with curbside  coaching.


Creative Risk Taking Strategies for Sales Success

creative risk taking strategies Because today’s marketplace offers an abundance of the unknown, it’s important to develop creative risk taking strategies. This means you must become a creative risk taker and learn to “play to win” not “play not to lose”.

Although Creative Risk Takers play to win, they know that success is never permanent and failure never fatal.  They seldom see failure as something from which we cannot recover.  They are self-directed enough to tolerate rejection and take responsibility for their actions.  Creative Risk Takers also tend to control the odds with their creative risk taking strategies.  They set limits on their losses, not risking more than they can afford to lose.  Creative Risk Takers are also realistic in appraising people and circumstances, including themselves.

The first step in becoming a more creative risk taker is to expand your comfort zone.  Draw on your
existing skills, interests and experience to put yourself in new situations where your chance of success are good and changes of failure are modest.

The following eight strategies are designed to assist you in moving towards a greater level of creative risk taking regardless of your normal risk taking style.

  1. Diagnose the unwritten rules of the organization. Understand how things really get done.
  2. Determine the tolerable limits of your own personal risk taking. What’s your normal comfort level?
  3. Build a power base before acting.  Become a critical technical resource or become more connected to the power
    network in the organization. 
  4. Know when to admit defeat and cut losses. Beware of a preference for avoiding risk.
  5. Take short-term losses for long-term gains. Tell the customer the truth or lose face if necessary to preserve the relationship.
  6. Observe the obvious.  Confronting assumptions often prevents disasters even though it may cause some immediate pain.
  7. Break rules to get the job done.  Breaking the spirit of an organization’s policy should be approached very carefully.
  8. Never risk more than you or your company can afford to lose.

What else do you need to know to develop creative risk taking strategies? Let me know what you think. Leave a comment below.