Your sales directors need coaching. How can you give them the best tools?

Implement 360-degree Reviews: Gather feedback from superiors, peers, and subordinates. A 360-degree review offers a comprehensive perspective on each director's performance, highlighting both their strengths and areas requiring development. This multi-faceted approach ensures a well-rounded assessment and provides valuable insights for a more effective and personalised coaching strategy.

Assessing strengths and gaps not only tailors coaching plans but also enhances overall team effectiveness. It's like navigating with a detailed map – knowing where you are and where you aim to go ensures a more successful coaching journey.

To be honest: I would rather have them assessed their fields of development and define the goal. They need to be the drivers behind the change and take ownership of any effort and success. Defining the starting point and the future state is crucial as coaching might not be the best choice to get there. Including performance data is always a good idea because you want to see impact and ROI from the time you both spent. crucial as it

Identificação de Habilidades e Lacunas: Utilize feedback, revisões de 360 graus e autoavaliações para identificar pontos fortes e áreas a melhorar. Análise de Desempenho: Analise dados de desempenho para uma avaliação objetiva. Alinhamento com Objetivos: Alinhe os pontos identificados com as expectativas e objetivos da empresa. Planos de Coaching Personalizados: Crie planos de coaching específicos, focando nos tópicos mais relevantes para cada diretor.

Identifier les points forts et les axes d'amélioration de vos directeurs commerciaux est la première étape vers l'excellence. Un diagnostic précis permet de personnaliser le coaching pour transformer chaque lacune en opportunité

This model helps structure a coaching conversation and is a good place to start when it comes to foundational coaching methods. Always remember to get to know exactly what the coachee wants to be coached on in advance, so a questionnaire is very helpful so you know how to spend the most time during the coaching conversation. Listening powerfully verbally and non-verbally is also an important skill to develop because you have to make sure what has been said is congruent with what has been said and then unpack this so you can then answer the questions correctly.

Encourage Self-Reflection: Integrate self-reflection into each stage of the GROW model. Prompt your sales directors to critically assess their own performance, strengths, and areas for improvement. This enhances self-awareness and empowers them to take an active role in identifying solutions. By fostering a culture of self-reflection, the GROW model catalyses continuous improvement and professional growth among your sales directors.

The GROW model is a great place to start when beginning your coaching journey. However, you might find limitations in that model due to its linear motion. There are a variety of different models out there that could better suffice a more fluid conversation between yourself and the coachee. CLEAR, OSKAR to name a few. What's important is ability to distinguish the best coaching model for your coachee, and you can do this through reflective practice of your sessions.

In my experience the GROW Model is a helpful tool in the preparation, during a coaching conversation and as a reference afterwards as well. It is based on behavior and does not cover beliefs or opinions. And it helps the coachee as well, because they know what questions will be asked next time and what is expected from them. Applying the model will unfold its strength in the repetition as it will uncover all wishful thinking, avoiding behavior or lack of leaving the comfort zone.

Definição de Metas (Objetivo): Incentive a definição de metas específicas, mensuráveis e com prazo determinado. Análise da Situação Atual (Realidade): Analise os desafios e a realidade atual dos diretores. Exploração de Opções (Opções): Discuta diferentes estratégias e opções para superar desafios. Compromisso com Ação (Vontade): Ajude-os a se comprometerem com um plano de ação claro e assumir responsabilidade.

Once the goals are set and the current situation is understood, explore different strategies and actions that could be taken to achieve these goals. - Brainstorm with the salesperson to come up with different approaches to reach their goals. This might include trying new sales techniques, attending training sessions, seeking mentorship, or adjusting their sales approach with certain clients. Encourage creative thinking and consider multiple alternatives.

Le modèle GROW est un game changer dans le coaching des directeurs commerciaux. 🌱 Objectifs clairs, Réalité actuelle, Options possibles, et Volonté d'agir - ce cadre guide le développement et débloque le potentiel....avec lui vous faites grandir vos équipes !

Establish an open and continuous feedback loop where communication is a two-way street. Encourage sales directors to share their perspectives on the coaching process, challenges faced, and the support they need. This collaborative approach fosters a culture of transparency and trust, creating an environment where constructive feedback catalyses mutual growth and development.

La rétroaction constructive et la reconnaissance sont les carburants de la motivation. 🌟 Encouragez vos directeurs commerciaux en valorisant leurs succès et en les guidant avec bienveillance.

Feedback Oportuno e Construtivo: Ofereça feedback regular que seja específico, construtivo e focado em comportamentos. Equilíbrio no Feedback: Mantenha um equilíbrio entre o que precisa melhorar e os aspectos positivos. Reconhecimento do Progresso: Elogie e reconheça os avanços, melhorias e sucessos para motivar e engajar. Formas de Reconhecimento: Adapte o reconhecimento (verbal, escrito, público) às preferências e situações específicas.

Videoconferências para Treinamento: Use plataformas de videoconferência para sessões remotas eficazes. Plataformas de Aprendizado Online: Atribua cursos e recursos através de plataformas online. Uso de CRM e IA: Acompanhe desempenho e atividades com CRM e use IA para análise e insights. Facilitação do Auto-Treinamento: Tecnologias permitem que diretores treinem seus representantes de forma mais eficiente.

Intégrer les dernières technologies et outils dans le coaching des directeurs commerciaux ouvre des horizons infinis. 🚀 Cela permet d'optimiser les performances et d'innover dans les stratégies commerciales.

Être un modèle d'excellence pour vos directeurs commerciaux est crucial. 🏆 Partagez vos expériences, montrez les meilleures pratiques et inspirez par l'exemple.

You will apply coaching when people are willing and able. So it's not a lack of knowledge or skill. But making new behaviors into a routine and make them feel genuine to you is sth when coaching can help to raise the awareness and find new ways. This won't be a success from 1st try on - but it will be in the end when coaching is embedded in an array of development opportunities.

Acompanhamento Regular: Mantenha verificações regulares para revisar metas e planos de ação. Monitoramento de Desempenho: Acompanhe o progresso e os resultados, oferecendo feedback contínuo. Incentivo ao Feedback Externo: Estimule a busca por feedback de colegas, representantes e clientes. Oportunidades de Desenvolvimento: Proporcione chances de crescimento profissional através de treinamentos, webinars, leituras e novos desafios.

La croissance d'un directeur commercial ne s'arrête jamais. 🌿 Accompagnez-les dans leur développement continu avec un soutien personnalisé et des défis stimulants.

Outre les compétences techniques, n'oubliez pas l'importance de la santé mentale, de l'équilibre vie professionnelle/vie privée et de la résilience. 🧠 Ces aspects sont cruciaux pour un leadership durable et efficace

The first thing you need to think about when Coaching Sales Leaders, is finding out their ‘willingness’ to be coached! Often people can be ‘resistant’ to catching, especially if they’re in sales, and even more so when they’re in senior positions. And they might say they’re ‘open to Coaching’, but once you start coaching, you uncover strong resistances! Uncovering (and dealing with) that residence is the most important part of coaching Sales Leaders, as if you don’t deal with that first, the coaching will have poor outcomes all round! So your rapport skills as a coach, and your ability to get the ‘resistance’ discussion out on the table is the ‘make or break’ for how the coaching will go - even before it’s started!

Coaching Personalizado: Cada diretor de vendas é único. Um coaching eficaz reconhece e se adapta às necessidades e estilos individuais. Feedback dos Clientes: Incentive os diretores a usar o feedback dos clientes como uma ferramenta de aprendizado e melhoria contínua. Balanceamento entre Desafio e Suporte: Um bom coaching desafia os diretores, mas também oferece o suporte necessário para que eles se sintam confiantes em enfrentar esses desafios. Cultura de Aprendizado Contínuo: Promova uma cultura onde a aprendizagem e o desenvolvimento contínuos são valorizados. Isso pode incluir sessões de aprendizado em grupo ou discussões abertas sobre estratégias de vendas.