Executive Coaching from the Sales Perspective
Coaching: an old ritual gains momentum
Would you benefit from personal coaching? Answer: Only if you want to take your personal success to the next level.
Personal coaching is not a new art form. Kings, queens, nobles (people) and young warrior heroes all had some kind of trainers in ages past. Sometimes they were called by different names such as: Diviners, Magicians, Mentors, Maidens and Masters. The concept of assimilating the wisdom of an experienced mentor and coach has been recorded since Genesis; elders in the Temple. Even fictional heroes had trainers. Luke Skywalker had Obi Wan Kanobi, Batman had Albert. Those who embraced the wisdom of their trainers ages achieved higher positions faster in life.
What do trainers offer that makes them so desirable? Coaches have a resource of practical wisdom that we need when making difficult decisions. Not necessarily any magic. They just have a way of stepping back and seeing the situation as if they were watching an instant replay or viewing the situation from afar. They have an extraordinary talent for putting the obvious together, in a logical order so that all smoke clears from the current situation.
Trainers accomplish this by having you recognize and answer difficult questions. Those are the questions you avoid or are afraid to ask yourself. It’s often too awkward a reality check for you to do on your own.
Give and Serve
Once a personal trainer is hired, assigned, or appointed, their primary role is to give and serve. If your coach isn’t dedicated to improving your success, start looking for another one. The best trainers receive little praise and attention. They provide behind-the-scenes guidance and support and do not attempt to take credit or steal the spotlight from the coach. That is not its function.
You can not train as a coach
I am not aware of any classes you can take that will make you a great coach by the time you graduate. You see, you cannot teach wisdom. That can only be acquired from experience and using that special talent given by God; really care about the person they are training. That’s not to say that there isn’t a session in the world of education that can’t teach you better listening skills or more effective questioning techniques. These are necessary tools for excellent training. It is analogous to training a great chef. You can teach the correct temperatures, the right pots to use and the recipes, but we all know that great chefs have something special. Their love of flavors and pleasing other people is what makes them great. It’s similar with trainers. Great coaches love to untangle challenging situations and have an affinity for helping other people.
Executive Coaching
You might think that coaching is for the little guy, the new recruit, or the employee who needs special help. Certainly those people are candidates for coaching. However, the most exciting training takes place at the top. The best quarterbacks who lead Super Bowl teams have strong personal relationships with their coaches. A special understanding. The coach knows what makes that quarterback tick. He understands his talents, the team skills he has to work with, the emotional side of him, what motivates and demotivates him, etc.
The same applies to business executive coaching. When I worked with some of the major corporations in St. Louis (divisions of Anheuser Busch, Ralston, TWA, etc.), I had the pleasure of training some of the executives. The challenges they face and the ramifications of the results affect many people. Coaching that takes place at this level is the most enjoyable and rewarding as a coach.
That said, the satisfaction that comes from training an individual salesperson is a unique experience. Watching from the sidelines as your customer accelerates their sales success (39%, then 50%, then 100%) provides a special warmth and pride. It’s like a parent watching his child succeed as an independent person with her own special talents, knowing that he has been a part of the nurturing process.
Take the decisive step
If you’re serious about taking your career to the next level in ’99. Find a great coach, but only if he’s ready for a reality check. This will frequently be an uncomfortable ride.
For more information on strategic management, sales training, or executive training, contact Dave Fischer at (646) 790-5800 or visit his website at http://www.chartwellseventeen.sandler.com