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Linda Richardson published “Sales Coaching – Making the Great Leap From Sales Manager to Sales Coach,” as a brief and concise book covering the fundamentals, nuances, and tools needed for moving from boss to coach.
The key was how to create a sales coaching culture steeped with developmental coaching, as a part of every day contact.
Linda looks first at the coach versus boss mindset. Critical success factors for coaching include: role modeling, trustworthiness, mutual respect, communication, experience/value added, and praise. These are in contrast to how managers identified the critical success factors of being a boss: title, power, position, authority, and status.
From here she identifies the elements of a developmental coaching session as:
- building rapport and staing the purpose
- communication perceptions and needs
- identifying and removing obstacles
- closing with an action step
- follow-up
This does not sound much different from coaching models I have encountered during my years as a professional coach. In fact, she looks at phone, team, peer, and self-coaching – and even has a model for giving and receiving feedback.
If you are a sales coach, how has this book influenced your approach to sales coaching?
Vikki G. Brock, Ph.D., MCC
Director, History and Archive Division
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