Your sales team member doubts coaching's impact on performance. How can you convince them otherwise?
If a sales team member questions the value of coaching, it's vital to demonstrate its effectiveness. Here are strategies to change their perspective:
- Share success stories that highlight coaching outcomes, emphasizing improved performance metrics.
- Set measurable goals for coaching sessions, providing clear benchmarks for progress and success.
- Offer a trial period of targeted coaching, allowing skeptical team members to experience benefits firsthand.
Have you seen a shift in attitude towards coaching? What worked?
Your sales team member doubts coaching's impact on performance. How can you convince them otherwise?
If a sales team member questions the value of coaching, it's vital to demonstrate its effectiveness. Here are strategies to change their perspective:
- Share success stories that highlight coaching outcomes, emphasizing improved performance metrics.
- Set measurable goals for coaching sessions, providing clear benchmarks for progress and success.
- Offer a trial period of targeted coaching, allowing skeptical team members to experience benefits firsthand.
Have you seen a shift in attitude towards coaching? What worked?
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Un buen asesoramiento ayuda sin lugar a dudas a ampliar la visión que tienes, no solo de tu trabajo, si no de la perspectiva 360 de lo que haces en tu empresa y te ayuda a mejorar la calidad de las soliciones que ofreces a tus clientes.
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Agree that to effectively demonstrate the value of coaching, it’s essential to share tangible success stories and metrics that highlight improvements in performance and morale. But, since there are no 2 teams alike, it's hard to compare. All team coaching is customized to address very specific conditions, peoples, cultures, processes ... So with a co-creation mindset not only enhances buy-in but also empowers individuals to take ownership of their development, ultimately leading to a high-performing team that thrives in today’s competitive landscape.
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It's important to address their doubts with concrete evidence. Share success stories from other teams that have benefited from coaching, emphasizing measurable improvements in performance metrics. Highlight how coaching fosters skill development, boosts confidence, and enhances team collaboration. Offer to set up a trial coaching session, allowing them to experience the benefits firsthand. Additionally, discuss the long-term value of continuous learning and support in achieving individual and team goals. By showing a willingness to engage and providing tangible examples, you can shift their perspective on coaching's effectiveness.
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Le scepticisme envers le coaching vient souvent d’une résistance au changement ou d’un manque de vision. Ce qui fonctionne : montrer des résultats immédiats. Prenez un sceptique, appliquez une technique issue du coaching, et faites-lui décrocher une vente qu’il aurait ratée. Résultat : transformation garantie. Créez une compétition interne : mettez en avant ceux qui adoptent le coaching, les autres suivront pour ne pas être à la traîne. Enfin, adaptez le coaching à ses besoins spécifiques : persuasion, gestion des objections, closing. Le coaching n’est pas une option, c’est une arme. Sans ça, il est soit mal informé, soit dans le mauvais métier.
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Convincing sales teams that coaching adds value requires demonstrating how it directly enhances their performance, outcomes, and career growth. 1. Highlight Improved Sales Performance 2. Emphasize Skill Enhancement 3. Stress Career Growth and Confidence 4. Demonstrate Immediate Wins 5. Position Coaching as a Partnership 6. Showcase Testimonials and Success Stories Reward engagement with coaching through incentives, acknowledgments, or opportunities for advanced training. By linking coaching to tangible outcomes like revenue growth, personal development, and career advancement, sales teams are more likely to embrace it as a valuable tool for success.
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Não tentaria convencê-lo, mas mostraria a ele o verdadeiro impacto que o coaching tem e teve ao longo de centenas de histórias de sucesso. O Coaching é a parte mais importante de um ensino eficaz, sobretudo na área de vendas. Somente sendo acompanhado por alguém competente é que se torna mais competente outra pessoa, e assim em todas as áreas de desempenho de uma empresa.
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Doubt often stems from fear—fear of change or losing control. To address this, meet them where they are. Share a personal story about a time you or someone in the team experienced a breakthrough through coaching. Highlight how it reframes challenges as opportunities, leading to clarity and actionable strategies. Then, ask: What would doubling your performance mean for your confidence and career? This creates emotional buy-in. Finally, involve them in co-creating goals for coaching sessions, making them feel like a partner, not a subject. People resist what feels imposed but embrace what they help shape.
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asi como duda del impacto .....debe estar seguro de que sus creencias son poderosas, no conozco una mejor herramienta para encontraralas, evidenciarlas y trabajarlas que el coaching que realiza una persona entrenada correctamente ......
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Hay muchos vendedores tradicionales que no creen que esta herramienta los pueda ayudar. De hecho, ¡no creen que nada los pueda ayudar! Hay que ser pacientes, entender su historia, respetar sus tiempos, y principalmente, demostrarle con hechos que funciona. Cuando lo ayudas, se siente ayudado y luego esa ayuda impacta en resultados, ya no hay desconfianza ni vuelta atrás.
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It's important to start by sharing clear evidence like case studies or stats to show how coaching leads to better performance, such as closing more deals or boosting revenue. I personally like to think outside the box and make it relatable in other sectors (e.g. comparing coaching to what top athletes rely on to stay sharp and perform at their best). Explain that coaching isn’t just about fixing weaknesses, but also about building strengths, creating personalised strategies, and helping them grow. I suggest trying it out for a short period with measurable results to see the difference firsthand. By combining data, examples, and a chance to experience it, you can address their doubts in a more practical way.
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