FOUR REASONS SALES MANAGERS FAIL
at COACHING
AND WHAT YOU CAN DO ABOUT IT!
Mark Wayland
The Last 3 Feet
Speaking Australian
• Good Morning ………. G’day
• You’re Welcome ……..No Worries
• Amazing ………………Crikey
• A …………….…………………B• G’day G’day• Thanks for coming along today …No worries• I’m looking for 2 or 3 Crikey moments … So am I• Yeah, no worries
THE BIG PICTURE
Context – Big Picture – 3 x What’s Led to the Situation
Concept – What’s the Idea? – 4 x Sales Managers Fail @ Coaching
Content – What You Can Do About It
Questions
Close
Change in Sales Management
TIME
EF
FE
CT
IVE
NE
SS
Why This? McKinsey:The #1 driver of sales team performance is the quality of their manager.Clever managers who coach well drive 19% more sales.
Daniel Goleman (writing in the HBR) says that of the six different leadership styles he’d identified coaching was the least used of all –
while pointing out that “although the coaching style may not scream ‘bottom-line results’, it delivers them.”
Why Now: Survey by DDI: 1300 workers in US, UK, OZ, Canada, China, Germany, India, S.E. Asia
34% “only sometimes or never consider their leader effective”
37% “rarely or never motivated to give their best by their leader.”
60% “my boss damages my self-esteem”
50% actually want their boss’s job (why is there a lack of leaders?)
Survey by the Hogan company (UK) Respondents were most likely to describe their worst boss as:Arrogant : 52% Manipulative: 50%Emotionally Volatile: 49% Micromanaging: 48%Passive Aggressive: 44% Distrustful of Others: 42%
Your Role………
Weight Loss –
a Metaphor for Sales Management
The reality is, according to the TV’s Biggest Loser’s Michelle Bridges,
“80% who go on a diet will lose less than 10% of their weight AND be back where they started OR heavier 5 years later.”
Actually that number is 95%, not 80%.
(*Sydney Morning Herald Pg9, Jan 9, 2012)
Reuters Health Report (17th Jan 2012) said
“(US) government researchers found that in 2009 and 2010, about 1 in 3 adults and 1 in 6 kids and teens were obese.
The rates represent no change from 2007 and 2008 figures, and only a slight increase among specific demographics over rates from the late 1990s and early 2000s.”
Why the Lack of Change?
Identification of Issue: We all understand the importance/ the need
Information: We have more than enough data
Programs for Change: How many diets/ exercise/ weight loss programs do you know of? coaching/ management/ leadership
Results: Dismal
WE ACT FIRST
OFTEN IGNORING THE CAUSES - BiG PICTURE or CONTEXT
Three Causes (Context):
1.“Management Thinking” Pedigree
2.The Role “Human-ness” versus Employee
3.Emphasis on Measurements for “Success”
1. PEDIGREE
THE INVENTION OF MANAGEMENT 1
THE INVENTION OF MANAGEMENT 2
THE INVENTION OF MANAGEMENT 3
2. HUMAN-NESSHuman - Industry/ Company - Role
Middle Layers: The Industry/ Company
Inner Layers: Human-ness
Outer Layers: The Role
HUMAN-NESS
Human-ness Adventures in Paradox
3. You Can’t Manage What You Can’t Measure
Leading Indicators of Success
The Sales Process
Lagging Indicators of Success
Product versus Knowledge
FOUR REASONS SALES MANAGERS FAIL @ COACHING
1.They See Coaching as a Fuzzy Priority
2.Coaching is Confused with Training
3.They Don’t Have the Time
4.Coaching Self-Doubt or Risk Aversion
1. Coaching is A Fuzzy Priority
THIS IS WHAT "BAD SPELLING" LOOKS LIKE
THIS IS WHAT “POOR JUDGMENT" LOOKS LIKE
THIS IS WHAT COACHING SHOULD LOOK LIKE
Coaching is a part of your Management supervisory responsibilities –
to improve the performance of others.
Coaching? That’s just “soft management”, isn’t it?
2. Coaching is Confused with Training (and other developmental roles)
And with the Sports Coachthat they see in movies and on TV
3. They Don’t Have the Time
How to Be a Great Sales Coach 5 Minutes at a Time
4. Coaching Self-Doubt OR Risk AversionTHE COACH’S NIGHTMARE
Sales Rep
Doctor
Sales Rep
GP
Specialist
KOL
Nurse
Pharmacist
= 2
= 30
When in Doubt Do As I Would Have Done
Network
©The Last 3 Feet P/L
`
Patients &Groups
GPs &Specialists
Media
Health Authority Politicians
& Payers
KOL’s &Medical Bodies
Nurses& HCPs
Drug Committees
GuidelinesProtocols
AdvocacyAwarenessPublic Opinion
Diagnostic Testing
ComplianceFunding
PrescriptionsFormularies
Pharma Company
Marketing
Finance
SR
Sales Rep Performance – What can possibly go wrong?
©The Last 3 Feet P/L
If You Don’t Have ThisDon’t Bother
Bring Back the Why = Understanding/ Uncovering 2 things
1.Their Need to BE THE SAME(join the Group/ Team/ Tribe)
2.Their Need to BE DIFFERENT(be Ranked in the Group)
Coaching, in it’s simplest form, is a conversation
What people want?
notice me like me “touch” me do what I say miss me if I'm gone
Ask. Talk about their needs.What do they focus on…. talk and do.How do they respond/ behave in different situations
Last Words:
You’re accepted as a MANAGER when the COMPANY says so
You’re accepted as a COACH when the TEAM says so
Change is Subtle. Persist
Thank You
But wait…….there’s more
FOUR REASONSSALES MANAGERS FAIL
at COACHING
AND WHAT YOU CAN DO ABOUT IT!
Mark Wayland
[email protected] to Be a Great Sales Coach 5 Minutes at a Time
4 Reasons Sales Managers Fail at Coaching