Imagine that you are football player and you shoot 100 times on the goal, but only score 10 times because we’re shooting with left foot (and we’re right footer).
In the end it’s activity that matters, isn’t it? More shoots, more scores!
If nobody cares how your shooting technique looks like you have to shoot 1000 times to score 100 goals. That’s why shooting smarter makes a huge difference in performance. Just showing someone you have to change shooting foot can do wonders in performance.
It is the same in the sales. In most cases, we’re doing the same thing over and over again not knowing where we make repeating mistakes. We’re doing the product presentations every single time and we’re asking ourselves why we’re not closing deals even if we improved the way how we pitch the presentation. But maybe the pitch of the product presentation was the cause of the problem.
And, that is the role of the sales leader coaching. To care and watch how people perform on the field, to challenge them, and provide them a different point of view on how people can improve their performance and make them accountable for implementing a new way of doing things. On the other hand, make that new behaviour part of sales standard and share that success with others in the team.
Related to this, last week I read Gong’s and Forrester’s research about how Revenue Intelligence can provide companies 490% ROI in the first six months. And that is just the outcome of the fact that companies had an opportunity for the first to have visibility of what their reps were doing on the field. Before the revenue intelligence technology, it was all about the opinions and what was written in CRM and you know how people like to skew reality for their benefit.
To summarize this analogy, the future of modern sales leadership is based on being a coach and mentor and doing it on an everyday basis and not when the stuff goes in a different way we expected.
Companies that implement coaching as the culture will outperform those who think it’s just another buzzword.
On which side are you?