“If you treat an individual as he is, he will remain how he is. But if you treat him as if he were what he ought to be and could be, he will become what he ought to be and could be.” – Inspiring Excellence
― Johann Wolfgang von Goethe
Great leaders and coaches have highly developed capabilities for building mutually beneficial relationships and inspiring excellence. This is an essential skill for coaches that must be learned and practiced on a consistent basis to be most effective. The best coaching approach is not just about a transfer of knowledge regarding a set of sales skills. Rather, it is about leaders who connect with employees on an individual level, in a genuine, caring and inspiring manner. It is about establishing productive relationships which help individuals tap into unrealized potential and capabilities.
A critical aspect of great coaching (and impactful leadership for that matter) is that of building relationships in a way that touches the hearts and spirits of employees to inspire and motivate them. I am speaking of a very personal, human connection based on trust and honest two-way communication. Sales leaders must develop and challenge individuals, setting high expectations for performance. Moreover, at the same time, it is imperative that employees truly feel that coaches care about them on a personal level and are looking out for their best interests. Both of these elements must exist within the relationship to achieve the best results for employee development.
Winning sales cultures work diligently to create the right kind of atmosphere that inspires excellence. Such an environment is one in which senior leadership sets the right expectations which includes the development of sales leaders with good coaching skills and fostering an environment of support, mutual respect, and trust. Coaches in winning sales cultures build authentic and meaningful relationships with employees with the goal of helping each person to realize untapped potential so that everyone might truly be the best he or she can be.
