Here's how you can effectively respond to failure in sales coaching.

Often Sales Coaching doesn't fail.... It's the continual reinforcement and overall adoption that doesn't happen. It's the responsibility of Leadership to spearhead and champion adoption and then track the right metrics. Without continual reinforcement and practice any training will fail. It's not the method, it's orgs not following through.

Some people in sales claim every order you don’t win is a failure. First, you don’t win or lose orders, you are awarded them or not. Subsequently not being awarded an order is not a failure, it just means someone else was awarded the order. But every offer you submitted, should be reviewed and evaluated no matter if you were awarded or not. That’s how you can learn what to do differently next time. The failure is if you don’t take the opportunity to learn and just do more of the same next time.

There is so much more to learn when things don't go right. A dispassionate analysis of what happened, without assigning blame, without "making anyone wrong" provides a glimpse into how things could go differently next time, driving different results. It's up to the coach (or sales manager) to set the growth mindset context, to catch the individuals in "doing something good" and exploring with the team what they could do differently. Note - not telling them what to do next time, but helping them to discover it for themselves through conversation and trial/error.

Adorei o post! Lembra muito o conceito abordado por Brené Brown em seu livro "A Coragem de Ser Imperfeito", onde ela destaca a importância de aceitar nossas vulnerabilidades e fracassos como parte do caminho para a excelência. Além disso, esse pensamento também é reforçado por Carol Dweck em "Mindset: A Nova Psicologia do Sucesso", que explora a mentalidade de crescimento e como abraçar desafios pode nos levar a um desenvolvimento contínuo.

Begin by acknowledging the failure openly and without blame, creating a safe space for discussion. Analyze the circumstances that led to the failure, identifying both internal and external factors. Engage in active listening to understand the perspectives of those involved, and encourage them to share their insights and experiences. Use this information to collaboratively develop a plan for improvement, focusing on specific actions and strategies that can prevent similar issues in the future. Emphasize the lessons learned and frame the failure as an opportunity for growth and development. By maintaining a positive and supportive approach, you can help your team build resilience, enhance their skills, and ultimately achieve better results.

Most times sales coaching fails because the parameters weren't setup properly in the first place. Make sure you have a system in place to measure the baseline or starting point and isolate only one variable you're focusing on. Example: Don't try to improve win rates. It's too generic. Analyze why they're not winning more and in this example they may be spending too much time on unqualified opportunities. That extra time you'd want them spending on the existing opportunities that are qualified. The metric you'd focus on here is reducing cycle length specifically for lost deals. This creates a tighter framework to coach against and much easier to see and measure results.

Esse post é uma ótima lembrança da importância da análise detalhada para o crescimento contínuo. Jim Collins, em "Empresas Feitas para Vencer", enfatiza a necessidade de entender profundamente os fatores que levam ao sucesso ou ao fracasso. Da mesma forma, em "Os 7 Hábitos das Pessoas Altamente Eficazes" de Stephen Covey, a importância de ser proativo e revisar constantemente nossos métodos é um ponto crucial. Ao adotar essas práticas, você está garantindo um caminho sólido para a melhoria contínua e o sucesso duradouro.

Excelente insight! Essa abordagem de ajustar estratégias lembra muito o que é discutido por Eric Ries em "A Startup Enxuta", onde ele enfatiza a importância de iterar e pivotar com base no feedback e nos resultados obtidos. Além disso, Tony Robbins em "Poder Sem Limites" também fala sobre a necessidade de adaptar e ajustar constantemente nossas ações para alcançar os objetivos desejados. Manter-se flexível e aberto a mudanças é essencial para garantir que sua equipe de vendas esteja sempre na vanguarda e preparada para o sucesso.

In sales, I want sellers to lose fast. What I mean by that is that your job is to see if your product or service is a good fit. Is that failure? No. Tennis was a game my father enjoyed and a metaphor for sales. Just like sales, tennis is a game of mistakes and lack of perfection. Every serve and stroke ends in someone making a mistake. One wins by making fewer mistakes than their opponent. Even the best players in the world make mistakes despite years of practice. Not dwelling on a bad shot and getting mentally prepared for the next point makes them champions. Failure is not failing; failure is not keeping the ball in play. Learn from them, be and do your best in the present moment, and the future will take care of itself.

Ótimo ponto! Promover a resiliência é crucial e lembra muito as lições de Angela Duckworth em seu livro "Garra: O Poder da Paixão e da Perseverança". Ela destaca como a determinação e a resiliência são fundamentais para alcançar o sucesso em qualquer área. Da mesma forma, em "A Força do Hábito" de Charles Duhigg, vemos como hábitos positivos e persistência podem transformar nossas vidas e carreiras. Cultivar essa mentalidade em sua equipe de vendas garantirá que eles estejam preparados para enfrentar qualquer desafio com confiança e determinação.

A importância da comunicação aberta é um tema central em "Comunicação Não Violenta" de Marshall Rosenberg, onde ele discute como criar um ambiente de confiança e empatia através da comunicação efetiva. Além disso, Patrick Lencioni em "Os 5 Desafios das Equipes" destaca a importância da transparência e do diálogo aberto para construir equipes fortes e coesas. Ao promover um espaço seguro para discussões, você está fortalecendo sua equipe de vendas e preparando-a para enfrentar desafios juntos, com união e colaboração.

In selling, we will fail more often than we succeed. If we don't learn from those failures, we will never improve. If we are paralyzed by the potential of failing, as we often are, we will fail. Sadly, too often, we don't examine our failures--whether it's a comprehensive win/loss review, or our outreach isn't achieving the results, or our teams aren't performing as expected. We need to constantly be learning and improving. We need to recognize failure is, possibly, the first step in instigating change. Rather than assigning blame, we approach it with a growth mindset, looking at how we improve, what we might do differently, how we learn. Failing to do this, commits us to continued failure.

My first react to the word FAIL is that it needs to be changed for LEARNING. Its must be a learning experience, therefore taking it as a gift (ok you did not ask for it). Its an opportunity to grow as a person, to continue to learn, to get better .... over time. If you embrace ALL learning experiences, I can guarantee, it will transform you into a better person, manager ...