If you want to give your team a competitive edge, try focusing on sales coaching. Taking the time to become a better coach can pay off in many ways. Not only can you help sales reps achieve their individual goals, but you can also help build a stronger sales team overall. Research shows that sales reps who receive regular coaching see a 73% quota achievement. 

Julie Winkle Giulioni, a renowned leadership speaker and bestselling author, says coaching is not a series of isolated activities but an ongoing dialogue. It requires the mindsets and behaviors that help others realize their potential.

In this issue of PromoPro Daily, we highlight Giulioni’s thoughts on how to embrace the five different mindsets of a truly remarkable coach.

  • The relational mindset. The most effective leaders make a point to connect as humans. They know they must earn the right to help others grow. Giulioni says they do this by getting to know others and understanding their motivations. They also model authenticity and encourage the same from others. Remember that the quality of coaching is directly proportionate to the quality of relationships, she says.
  • The listening mindset. Listening is a simple action that can lead to great results. When you listen to your sales reps more than you speak, you get important context and content. You also contribute to the quality of relationships, Giulioni says. Bring the listening mindset to life by asking thought-provoking questions and giving your full attention to your sales reps.
  • The growth mindset. Do you embrace a growth mindset yourself and do you work tirelessly to help your team members develop one as well? Those with a growth mindset believe that most abilities can be developed with effort. Giulioni recommends collaborating with your sales reps to set achievable goals that also inspire people to stretch beyond their comfort zone.
  • The accountability mindset. According to Giulioni, a sense of ownership is one of the greatest gifts you can give your team members. This requires a mindset that places responsibility squarely with the other person. Leaders need to understand that they’re not doing anyone any favors by going easy or cutting some slack, she says.
  • The support mindset. The best sales coaches understand that their fundamental role is to serve the team. They look for ways to show confidence that others can and will succeed. Giulioni says they let people know why their contributions matter and share information about the big picture.

Becoming an exceptional sales coach isn’t about following a checklist of steps. Instead, it’s about embracing the right mindset. When you focus on listening with empathy, establishing trust and holding people accountable, you can create an environment where everyone thrives.

Compiled by Audrey Sellers
Source: Julie Winkle Giulioni is a bestselling author and a renowned leadership speaker. She specializes in improving performance through learning.