With several organisations investing millions of dollars in building leaders as coaches, it is important to understand scenarios that yield the best returns for coaching.

In my experience, it requires 3 imperatives – 

1. Get the leader to appreciate the power of good coaching.
2. Get the leader to showcase their coaching abilities with their team.
3. Get the leader to showcase their coaching on the Field with their most important customers and partners.

Of these three, the last one is the most important and critical to embedding a culture of coaching.

Think about your own organisation: Are your leaders coaching at the interface that matters most?

#Salescoaching #LeaderasCoach #Multipliers

In Sales it pays to be different, distinct and differentiated.

Distinction and differentiation is earned through the ability to create tangible business value in every executive conversation. Sometimes, it feels like an uphill battle to earn differentiation from the eyes of the customer. All it takes is courage, tenacity, intellectual horsepower and emotional maturity to sustain and thrive in the journey.

How are your sales people getting acknowledged by your customers as different, distinct and differentiated?

#BusinessDevelopment #SalesCoaching #GrowthMindset #EmotionalIntelligence

In sales lone-wolves are a dying breed. The vucaworld demands a different and differentiated approach for organizations to capitalise on the possibilities of technology. How is your sales organization creating a platform in partnership with your ecosystem that your customers can trust, to invest in their future?

#ecosystem #partnership #synergy #growthmindset #multiplierthinking

Remember the multiple roller-balls in a labyrinth, that we used to painstakingly tap to move inwards to the next level? Those were the good nice innocent days!

But what does the labyrinth have to do with sales? 

In these days of multiple decision makers and consensus driven decision making, it is important to align all of the beliefs across all the decision makers and move them step by step down the decision making process. How much of customer consensus did you create today to accelerate your deal forward?

#growthmindset #salesskills #customercentricity

Hark back to those good old days of the two-in-ones. Weren’t those nostalgic moments?

Now fast forward to the real world of sales – are you sounding the same way with your customers like you used to sound last decade?

Much like the cassette player has evolved, how have you blended the art and science of selling with the technology rigour and analytics that can amplify your success now and secure your future ahead?

#TripuraSASTRA #tamis #growthmindset #reframe #ustepup

Sales is like a trapeze act. It requires coordination and choreography- in the parlance of sales, this is the dance of insights and mutual progress that brings out the applause at the end. The unseen influence is the safety net, which is the manager.

Is your SalesManager the ringleader or the safety net?

#salesskillsarelifeskills #growthmindset #inspire

It is month three of the quarter and everybody on your SalesTeam is scrambling to meet their commitments for the quarter and for the year.

At this stage, as a SalesManager it is only appropriate for you to reflect: Are you a valuemultiplier or valuekiller, or perhaps just a by-stander? Your posture and prowess at these critical junctures is paramount.

What did you do today for your Field to acknowledge that you were a Value Multiplier?

#salescoaching #salesleadership #growthmindset #leadershipunderpressure #leadershipmindset

Confronting reality is one of the greatest skills in sales. What plays truant is a disease that holds many sellers back – “Irrational Optimism”. Consciously building the ability to confront reality and the investigative mindset to diagnose risks is fundamental to moving the sale forward.

How is your WhiteHat over estimation getting conquered by your discipline of BlackHat thinking?

#growthmindset #saleseffectiveness #salesskills #counterintuitiveIntelligence #selfdiscipline #selfawareness

In this time of economic uncertainty, how are your leaders helping you gain perspective and act with perspicuity?

Remember this is the time for servant leadership and an opportunity to hold your leaders accountable for a higher order of leadership.

Some questions you may want to pose to your leaders:

1. How can you help me manage better in the grey?
2. How can I think better about the polarities of this current situation?
3. How could we discover possibilities amid constraints?
4. Can you help me lead by example in a customer conversation?
5. How could we team better in these trying situations?

Leadership is a learning journey, and there is nothing better than mutual accountability to raise the bar in trying times. How are your leaders faring?

#servantleadership #Covid19 #crucialconversations#leadbyexample #customerconversations #teameffectiveness #managingchange #coaching

This is a wonderful time for you to see yourself in the mirror or perhaps provide the opportunity for your teams to see themselves in the mirror.

Ask these five questions of your team:

1. How are they demonstrating their learning agility?
2. How are they showcasing their ability to work independently?
3. How are they displaying their hunger for results?
4. How well are they seeing other peoples’ perspectives aka outside in perspectives?
5. How well are they developing their teams to be better than themselves?

Now, look at your own reflection. What does your reflection tell you as the answers to these Five Questions?

#highperformingteams #selfawareness #interviewskills #talentdevelopment #growthmindset

Does the slide look like your sales forecast for this week for the quarter? As a sales leader how are you arresting the slide?

As a child there was joy in sliding down the slide. But as you grew up, you always wanted to climb up the slide, despite the slippery slope. How much of that motivation are you bringing back to your sales teams for them to climb higher?

#salesforecast #salesperformance #leadershipskills #dealqualification #coachingsalesleadership

It was a rainy Monday afternoon, and I was coaching a senior sales leader from Asia. “I am preparing for my QBR” (Quarterly Business Review), he said. I asked him, “what insights are you planning to bring to this QBR”? He answered, “I have a series of internal prep meetings and internal sync meetings that would help me glean some insights”. This was a coaching moment – the leader has a belief that insights are generated from internal meetings, while it is obvious that the best insights are those that come from customer insights and foresights and competition insights and foresights, while also peppering them with market and industry insights. What powerful question would you ask to reframe their perspective from seeking inwards to exploring outwards?

#falsereality #mirage #reframing #quarterlybusinessreview #insights #coachingsalesleadership #growthmindset

How is your Salesforce reacting to Covidー19?

They have two choices:

1. Blame the environment and blame the restrictions and lower the forecast.
2. The other option is to make #covid_19 a beautiful constraint – One that helps sellers learn better, plan better, focus better and execute better.

How is your leadership coaching your sellers to make the right choices?

Is your salesleadership making Covid19 a vulnerability or an opportunity?

#growthmindset #crisisresponse #constraints

“Time Kills deals” – While we do not control time, we control the “Return on Time Invested” (ROTI). Sales is all about acting with a sense of urgency and a bias for action – an urgency to maximize value to the customer upfront. Kill that stall in your pipeline.

#PipelineManagement #Sales #Customercentricity #SalesStages

As volatility rises in the environment, uncertainties around strategies raises risk in decision making in organizations. To mitigate risk, organizations have turned to consensus-based decision making – how have you moulded your sales strategy to drive customer consensus?

#Customercentricity #Dealacceleration #Decisionmaking #Mobilizer #Catalyst