Asking for feedback and constructive criticisms is important to grow as a sales professional. Author Lisa McLeod discusses the importance of being coachable and what it means to be coachable to both you and your manager.
- What does it mean to be coachable? So, imagine this scenario. You're a manager, you're out making sales calls with your salesperson, and you observe a couple things that could use improving. So, you tell the salesperson, "Hey, you might "wanna try this, or try that," and the salesperson responds with a whole litany of excuses. "Well, here's why that won't work," or "Here's why I did it that way," or "I know that." What are you thinking as the boss? You're thinking, this person is totally uncoachable. It doesn't serve the boss well, and it certainly doesn't serve you well.
You know, I rarely use sports analogies, but, I want you to think about the best athletes. That lower-level gymnast? She doesn't get the attention of the head coach. The guys who ride the bench? They don't get intensive coaching, either. Intensive coaching is reserved for top performers, because those are the people who benefit the most. So, you always want your boss to describe you, not just as the best salesperson, but, also, as one of the most coachable people they've ever met. So, if your boss doesn't give you feedback, ask for it.
Just be forthright, and say, "You know, I pride myself "on being really coachable. "I want to be great, so don't ever hesitate "to give me feedback." Now, having said that, all feedback is not great feedback. You need to consider the source. Even if it's a top performer giving you feedback, everyone doesn't always have your best interest at heart, and sometimes, just because someone's great at something, it doesn't mean they're a great judge of other people's behavior. A watchout. Don't let a rough delivery make you discount good feedback.
Just because somebody's barking it at you, you might not like their tone, but they also might be right. So, if you want to develop yourself, seek out coaching from people who are experts, and people who want you to win, whether that's your boss, your peers, or even your customers. Being coachable is one of the best gifts that you can give yourself.
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Name three questions you should answer when crafting your noble purpose.
- Identify the first action you should take in a new sales job.
- Recall three pieces of information that should be included in a “win” email to the boss.
- Recognize the biggest challenge for salespeople.
- Determine what needs to be included in a pitch deck.
- List two reasons why a sales cycle may be longer than usual.