In the business world, coaching has gained in popularity and with rapid growth comes questions. Some of the more common questions are: What exactly does a coach do? What are the benefits of hiring a coach? What qualifies someone as a coach? Is there a difference between coaching and consulting?
Selling today is tougher than ever. Buyers dismiss emails and phone calls from people they don’t know some 90% of the time. Still, salespeople keep clinging to outdated ways of doing business. I’m not a believer in cold calls, but heck, if it truly works for you…go for it. Unlike some of my peers, I do not believe that one approach, for example social selling, is the only approach to use these days. Every industry and client type will be different. Not all social networking platforms work for everyone, because their target buyer isn’t there.
With business moving at such a hectic pace, how do you have time – when you have a quota to achieve first – to go it all alone? That’s exactly where a coach can help guide you. Of course, you need to find the right coach with the background and experience; otherwise you’ll be flushing good money down the drain.
Here are 5 reasons you need a sales/social selling coach:
1. There is no business as usual. Winging it won’t cut it. You need a plan, the right skills and consistent execution. Sharing a few pieces of content won’t get you there.
2. You are too close to your own products and services. You need an outside perspective regarding your approach and messaging.
3. Shorten your learning curve, speed up your progress and achieve results more quickly.
4. Brainstorm sales ideas and sales strategies. Practice sales calls before making them.
5. Accountability. A good coach will expect you to “get things done” and they’ll hold your feet to the fire when you don’t.
What exactly does a coach do?
There are various schools of thought regarding coaching. In 2002, I became certified in co-active coaching and earned my certification from the Coaches Training Institute (CTI). The underlying theme of the program is that everyone has the answers they need inside themselves. Thus, a good coach learns how to draw those answers out of their clients.
I’ve come to believe in, and utilize, a hybrid model – part coach, part mentor, part consultant. In some instances, for example talking through specific sales scenario’s, questions that get people thinking make a lot of sense. If you are still at novice at using social media for selling, you will probably need someone to tell you the five things you need to do daily.
Bottom line, the goal of any coach worth their salt is to act as a catalyst to help clients achieve their goals.
What qualifies someone as a coach?
Determining whether or not someone is qualified as a coach is a thorny subject. Anyone can decide to start calling themselves a coach. Many do even though they have no relevant experience or training.
Before hiring a coach, do your homework. But first, be clear about your objectives. Knowing what you want to accomplish will help you choose someone who is right for you. When you interview a coach, be sure to ask them about their experience, qualifications and skills. If you need sales and social selling help, hire someone with that proven experience. Believe me, I know of social selling coaches with zero – that’s right, zero – sales experience. Finally, don’t under estimate the importance of feeling a connection between you and the coach. Without it, the coaching relationship is doomed to fail.
Some of the best sports players in the world invest in their own coach. If your goal is to become the best salesperson you can be, kick your quota to the curb and outdistance your competitors, hiring a coach is a worthy investment.
p.s. By popular request, I offer two coaching options. You can check them out here.