Getting the most out of a coaching relationship requires that you approach it with the right attitude, expectations, and mindset.
Before becoming a Sales Gravy master trainer and coach, I was a Sales Manager. In that role, my favorite responsibilities were the mentorship and one to one coaching of my sales reps.
I’d always had fabulous mentors and coaches throughout my career who helped me develop and grow. There is nothing like the feeling of having someone whom you trust and respect in your corner who is invested in helping you achieve your goals.
Those experiences inspired me to become a professional coach focused on helping sales professionals, leaders, and business owners improve their performance.
What I’ve learned from hundreds of hours of coaching, though, is that getting the most out of a coaching relationship requires both parties to do their part to make it successful.
Effective Coaching Plans Are Customized to the Individual
Every coaching experience is different. Not one of my coaching clients has followed the same process as another. A good coaching plan doesn’t follow a standard script; it is customized for individual needs and goals.
Sometimes the coaching sessions end up being more of a vent session and that’s okay. The comfort level has to be there to get the most out of coaching which means talking through both the good and the bad.
That’s how you actually open up, get ultra-transparent, and create lasting change.
Personalized Coaching Transforms Performance
Recently I worked with a client who wanted help with increasing prospecting activity. She told me up front that she hated prospecting.
This is true for many of the sales professionals I coach. Prospecting can be challenging. The good news is that coaching provides an immediate foundation for accountability and support.
We set up our first coaching call and got down to work. We spent the first few sessions talking through prospecting messaging and sequencing. Then we shifted the focus to organizing her sales day, consistency, and execution.
Finally, we leveraged the principles from Fanatical Prospecting to develop a customized prospecting plan for her.
With a system in place, and me as her accountability partner, she changed her mindset about prospecting. She began to look forward to building her pipeline. Once she made that mindset shift, it didn’t take long for her sales performance to make a dramatic improvement.
Coaching Is a Two Way Street
My very favorite part of coaching is when my client makes a massive mindset shift like this that opens them up to new possibilities. But this transformation is a two way street. I have to do my job to facilitate change and they have to take responsibility and own those things that they can control.
A coaching relationship can be a powerful tool for personal and professional growth, but it’s important to approach it with the right mindset and expectations in order to get the most out of it.
Here are Ten Keys to Get the Most From a Coaching Relationship
- Be clear about your desired outcomes: Before starting a coaching relationship, take some time to think about what you want to achieve. Are you looking to improve a specific sales skill? Are you seeking guidance on a particular challenge or decision? Being clear about your desired outcomes will help you and your coach stay focused and on track throughout the process.
- Communicate openly and honestly: In order for a coaching relationship to be effective, it’s important to be open and honest with your coach. Share your thoughts, feelings, and concerns honestly and openly.
- Be willing to take action: Coaching is not just about talking, it’s also about taking action and making changes. Be willing to take risks and try new things, and be prepared to put in the work to achieve your goals.
- Be open to feedback: A coach is there to offer guidance and support, but also to provide honest feedback and hold you accountable for your actions. Be open to hearing constructive criticism and use it to improve yourself.
- Be consistent: Coaching is most effective when it’s done on a regular basis. Schedule and show up to regular coaching sessions and be consistent in your efforts to achieve your goals.
- Be prepared: In order to make the most of your coaching sessions, come prepared with specific questions or topics you want to discuss. This will help your coach understand your needs and tailor the session to your goals.
- Be reflective: Take time to reflect on what you’ve learned from each coaching session and how you can apply those lessons. Reflect on how the coaching is impacting your life and how you can continue to improve.
- Be open to different coaching styles: Coaches have different styles and methods, and it’s important to find one that works for you. Be open to trying different coaches until you find one that you feel comfortable with. Just be careful to avoid coaches that only tell you what you want to hear.
- Be willing to invest in yourself: Coaching can be a significant investment, both in terms of time and money. Be willing to invest in yourself and your growth, and know that the rewards will be worth it in the long run.
- Trust the process: Coaching is a process, and it can take time to see results. Trust in the process and your coach and know that you are making progress, even if you don’t see the results right away.
Get Clear on Exactly What You Want When You Engage a Coach
Getting the most from a coaching relationship begins with working with your coach to gain clarity on your goals, expectations, and desired outcomes. This doesn’t mean that you need to enter the coaching relationship with all of the answers or the perfect plan. A big part of engaging a coach is getting the help you need to formulate clear goals.
What is important to understand is that your transformation begins and ends with transparency, honesty, awareness, and clarity about exactly what you want and where you wish to go. As the great Yogi Berra once said, “If you don’t know where you are going, you’ll end up someplace else.”
The good news is that with the right approach and attitude, a coaching relationship can help you improve and transform your sales performance, achieve your goals, and become the best version of yourself.
