I make the following statement with every ounce of New York smart ass I could muster;

This might shock you but, we us sales folk can be rather stubborn and thick headed!

How coachable are you as a sales rep?

Truth be told, I struggled with it during my early years in sales.

Quite frankly my ego didn’t allow it and that was a huge mistake.

So if you have a hard time with being “coached”, I’ve been there, but;

Here’s the harsh reality;

You had better get over that sh*t real for fast or you will limit your opportunities this year!

So HOW does one become more coachable?

Let’s use an abbreviated version of my 3 step Accelerated Performance Framework to explore HOW!

Step One Mindset

Stop viewing coaching as someone picking on you or that somehow you suck because someone offers you coaching.

Your favorite sports teams have coaches.

Your favorite singers have vocal coaches.

I’ve been in the business world for 36 years and I have 2 coaches.

Replace that thinking with a mindset of being a humble student.

Replace that thinking with a mindset of doing something MOST of your competitors lack the balls to do.

And a HUGE part of the mindset is NOT pushing back and getting defensive when coaching is offered.

Lastly,  allow yourself to be vulnerable enough to ask for help, but that’s covered in;

Step Two Information

Ask your boss to listen in on a call, ride along with you, review a recorded Webex.

Ask a coworker to review an email, put a second set of eyes on a proposal, review a recorded call or Webex etc.

Ask your clients why they buy from you and what you could do better.

When you lose a deal, ask “Why?”

Time Out! Remember that step one had to do with your mindset towards these “coaching moments”. With that in mind, if you push back, get defensive or sh*tty in any way, you not only shut down the coaching process;

You discourage the other party from being honest with you in the future.

Take your medicine!

Step Three ACTION

This step can be a challenge for many people because they’re used to CONSUMING information instead of ACTING on it!

Take the feedback you’ve been given and do something with it immediately!

Get the action steps on the calendar and treat it with the urgency of a client appointment. You wouldn’t break an appointment with a client, right? Give yourself the same respect!

Mark your path by putting this all in your journal.

Make note of what’s working and what isn’t and then;

Repeat the 3 steps you were just taught!

2020 can truly be your year if you’re willing to try new things and install new behaviors.

I hope this helps!

You’re Not Selling As Much As You’d Like To!

You know that you’re capable of BETTER sales results but for some reason;

It just ISN’T happening for you!

Might be time for you to check out my 2020 sales coaching program by clicking HERE!