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Making the Shift from Manager to Coach by Cindy Stradling CSP, CPC (Part Two)

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  • Making the Shift from Manager to Coach by Cindy Stradling CSP, CPC (Part Two)

Making the Shift from Manager to Coach by Cindy Stradling CSP, CPC (Part Two)

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June 11, 2013

 Making the Shift from Manager to Coach by Cindy Stradling CSP, CPC (Part Two)

Profile and Characteristics of an Effective Sales Coach

1.    Walk your talk – model the behaviour you want to see in others

2.    Follow your heart, not your head in a coaching session (ie: not just asking from a list of questions)1to1coaching

3.    Know when to give them the answer (sometimes they do need you to tell them)

4.    Develop our own coaching style and be consistent

5.    Be willing to give up your own agenda

 Masterful Coaching Principles

1.    Embrace fear

2.    Be present – get out of your own head

3.    Coach from an agenda-free space and detach from the outcome

4.    Be accountable for the message and what the other person is hearing (own your communication and adjust if needed)

5.    Be driven by the process rather than the results (execute the process which produces the results)

6.    Coach for new possibilities versus expectations – subtle but powerful difference

a.    Possibility – something that may exist or what could happen – creating opportunities that didn’t exist or were not visible before

b.    Expectation – rigid agenda with a specific outcome leaving no room for creativity

Erickson Fundamentals

1.    Okayness principle – people are OKAY – there is nothing wrong

2.    People already have all the resources to be successful

3.    Behind every behaviour there is a positive intention

4.    People always make the best choice available to them

5.    Change is not only possible, but inevitable

Don’t Believe Everything They Say

Often Client Representatives have a number of ways to justify their behaviour, performance and circumstances.

·         Stories

·         Beliefs

·         Mindset

·         Assumptions

·         Past experiences

·         Blind spots

·         Values

Everything will come back to “Reasons or Results” – the choices made in the moment.  Effective coaching coaches the person on the relationship to their stories, beliefs to uncover what is really going on.

The 80/20 Rule on Coaching Questions

During any true coaching session, the salesperson should be doing 80% of the talking, and the sales coach should be doing 20%.  A well crafted question can cause a tremendous breakthrough when coaching someone.  Asking questions is an art form.  When you give people the space to digest the right questions, you will open up to new possibilities that neither you nor your Client Representatives have ever experienced before.

What Exactly Can You Coach?

1.    The Who – values, passion, standards, boundaries, integrity

2.    The Attitude – beliefs, mindset, philosophy, outlook and assumptions

3.    The Lesson – What have they learned? Why are the same lessons repeating themselves?  Are they getting it?

4.    The Ideal Characteristics – the ideal qualities you have defined that encompass a sales leader or manager. (Extroverted, actionable, curious, organized, strong integrity and presence, knowledgeable, comfortable disposition, smart, responsiveness etc).

5.    The Skill– Is there any missing discipline or one that needs further development?

6.    The Activity– Are they engaging activities that support their goals?

7.    The Strategy – How do they plan to achieve the intended result?  What resources are needed?

8.    The Commitment– Observe their energy level, consistency, enthusiasm and motivation.

9.    The Communication – The language, dialogue or communication regarding style, deliver, presence and disposition.

10.  The Relationships– The relationships they have with intangible concepts and feelings as well as their stories, beliefs, mindset etc.

According to the Gallop Organization, “Only 20% of employees working in large organizations feel their strengths are in play every day – that means most organizations operate at 20% of their potential and capacity.”

 

 

 

business development skills, executive coaching, leadership coaching, manager as coach, one-on-one personal coaching, phone coaching, sales coaching, Sales Coaching for Accelerated Results, sales team coaching, sales training, Team coaching
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Cindy Stradling

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Our Clients Say

We have had the pleasure of working with Cindy Stradling to source several top notch consultants to assist us with the design and delivery of a variety of Learning and Development and HR Programs. This this successful collaboration we have truly appreciated Cindy's very high standards for members of her network, the drive and energy she brings to her work and most importantly her strong commitment to understanding and meeting the needs of her clients.

Deborah A. Fillippe, CHRL VP Human Resources Kenaidan Contracting Ltd.

Cindy has been a terrific resource to Metro! She met with us to clearly understand our needs then provided us with a shortlist of top-quality trainers for us to meet. The whole process was simple and seamless, and it saved us a lot of time in sourcing companies with specific skill sets. She's a pleasure to work with.

Gary Grant, CHRL Director, Talent Management and Training Metro Inc.

Cindy provides a very progressive and engaging training environment. We have seen her successfully provide solutions to companies and individuals from all sectors, from the sophisticated to entry level. The integrity she applies to all aspects of her business is beyond reproach.

Al Diggins President and GM Excellence Manufacturing Consortium

Cindy has been engaged by Express Scripts Canada to provide Presentation Skills training to our management team. Cindy's expertise in this area has been invaluable in supporting our leaders with their leadership development in their presentation styles.

Anthea Gomez Director, Human Resources & Corporate Services Express Scripts Canada

Cindy is the epitome of positive energy! I didn't just work with Cindy at Duplium; I continue to keep in touch with Cindy because she is a wealth of knowledge and always a delight to catch up with. If you need something or someone, just ask her, she will get it done! She embodies the unique combinations of integrity, commitment and resourcefulness. Thank you Cindy for all the times you gave me just what I needed!

Susan Orenbach Senior Human Resources Professional

We engaged Cindy to help us develop a leadership training program and provide our management with one on one coaching. Cindy's professionalism, ability to understand our challenges and develop an innovative, cost effective training program in a timely manner was truly impressive. I recommend and welcome the opportunity to work with Cindy.

Marina Lichtenberg National Manager, Talent Acquisition Canon Canada - "Your gateway to a dynamic career with Canon"

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