The Real ABC’s of Sales:
Always Be Coaching
• former high school football coach.• Worked under two Head Coaches who have won 15 MD State
Championships combined. Both are in the High School Football Hall of Fame.
• Former high school Athletic Director. In 1994, the youngest public school AD in the country. 1998 named MD State Athletic Director of the Year.
• 10 years teaching high school accounting and consumer finance.• Currently I am the Coach w/ the title of Senior Vice President of Sales
and Business Development of a specialty finance company 3 miles north of Washington, DC. I have 74 employees/players who are directly involved in sales.
• In May my three teams were able to close 176 deals for over $3M in revenue.
Gary Milwit
Pregame Questions
• Who here has ever been coached?
• Who has formally coached before?
• Do you believe that micromanaging is a negative and ineffective technique?
Coaching Staff:The 5 Roles of a Leader
• Manager: “This is what to do.”
• Trainer: “Look and learn what you could do.”
• Mentor: “Watch what I can do.”
• Counselor: “I can help you with issues you have doing.”
• Coach: “This is how to do.”
The Head Coach:Steps to Coaching Success
• Define the “who” – Identify the skills, techniques, and knowledge that your employee possesses already.
• Coordinate the “why” – Why are they there? What is their goal?
• Strategize the “how” – How do you maximize their potential?
Answer: PRACTICE
On the Practice Field:The Way to Win
• What is practice?
• Why is practice important?
• Each employee should have their own individual practice plan utilizing strategy and tactical moves.
• The Coach’s main focus is on his or her ability to run effective practices.
Winning the Game:Success Comes from the Inside
• With practice, a coach can unlock an employee’s full potential within, leading them to their end goal.
• The most effective coach can identify when coaching is necessary versus the other roles of a leader, and is able to compliment those roles.
• Who do you coach? Create a coaching method that flows down through your organization on all levels. Every member of the coaching staff is important.
If you learn nothing else from today
Players Win Games; their coaches lose games. Accept your role and be responsible for the
results!
Don’t forget who helped you become the professional you are today.
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