Sales Coaching
John Wooden: Lessons in Coaching from One of Basketball’s Greatest
Every winner has a coach, and every coach has a philosophy. Here is a deeper look inside the philosophy of one of the best. If not for a snowstorm, John Wooden may not have become coach of UCLA basketball. He would not have led the team to a record-breaking 10 national championships, seven of them…
Read MoreThe Reason You Don’t Have Time to Coach Your Sales Reps
Simply put, you are coaching the wrong sales reps. Maybe this sounds a little assumptive, but I’m basing this bold statement on 25 years of sales training and consulting experience. Without fail, when asking managers who they coach, the answer is always the same: everyone. And that, my friend, is a mistake. It is not…
Read MoreTherapy Session for Sales Reps and Managers
Let’s have you “lay on the couch” and talk about your feelings. You have a relationship problem and we’re here to help. Building and strengthening the relationship between B2B sales reps/ account managers and their sales leaders is absolutely vital to a productive and happy sales organization. We hope to improve that communication by sharing…
Read MoreSales Coaching Lessons from Michael Jordan and Kobe Bryant’s Coach
In the midst of basketball season, this take on coaching seemed particularly fun and relevant. I realize that not all of our readers are basketball fans, so I opted not to title this piece “Sales Coaching Lessons from Phil Jackson” – for fear that those of you who don’t know that Phil Jackson coached both…
Read MoreOptimize Your Coaching Time with the Quadrant Coaching Method – Part 2
This article is a continuation of one we discussed last week. In the past, we’ve referred to it as “strategic coaching” or “OtherCentered® leadership,” but the idea we’re exploring here, called “Quadrant Coaching” is the same. Quadrant coaching is based on the two biggest barriers that stand in the way of sales coaching: motivating reps…
Read MoreOptimize Your Coaching Time with the Quadrant Coaching Method – Part 1
Our topic today is one of the more radical things we teach front line sales leaders here at ASLAN. In the past, we’ve referred to it as “strategic coaching” or “OtherCentered® leadership,” but the idea is the same. And this subject isn’t just for sales leaders, it is key for the reps they lead to…
Read MoreThe Secret to Building a Coachable Sales Team
I think I found the secret to building a teachable team. You know that imaginary world where everyone on your team is open and receptive to feedback, where defensiveness dies, and the goal shifts from self-image preservation to a hunger for constructive input? How do we get to that dream world? The answer might surprise…
Read MoreThe Best Sales Managers Do These 3 Things
Each week here at ASLAN, we put out content to help sales reps adjust to this new world of virtual selling. I asked myself, what’s the best way to help reps achieve their sales goals? Who is their “best friend” as they navigate this age of selling? It’s really their sales manager. It’s their coach,…
Read MoreAnatomy of a Great Sales Manager
The times they are a-changin’ in the world of sales. Your reps may be struggling to connect with their customers virtually and may be feeling disheartened. The pressure is on you to keep coaching your reps and supporting them, while ensuring that you’re being efficient with your time and energy. With all of that in…
Read MoreWhat Has the Most Impact on a Sales Rep’s Performance?
I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance? I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…
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