When it comes to coaching here at Sandler, it’s important to remember the “I” and the “R”.
The “I” refers to self-worth/self-identity, and the “R” refers to the roles we play as salespeople. Unfortunately, when it comes to sales, it’s hard to separate these two ideas for many different reasons. Salespeople sometimes get too emotional when wondering why a prospect won’t buy from them. They may take that as a personal hit to their “I”.
That’s where good coaching comes in to play. As a sales manager, it’s imperative to protect an employee’s “I” in order to improve their role as a salesperson.
Try to encourage their self-identity with statements like:
- “You’re a great employee”
- “You’re the right person for this job”
- “I know you can get better”
And THEN jump into how they could improve in sales. Don’t just act as if something is all their fault, because it likely isn’t. But you can’t just try to encourage their role playing, because that could hurt their self-worth.
Another tip: Don’t just tell someone how to improve, ask how they could improve. That way, they’ll have a stronger sense of knowledge, skill, and identity. All you have to do is bring out their confidence like any good coach will do.
So remember, protect the “I”, and THEN fix the role.
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