Create a Winning Sales Culture – Coaching and Employee Development
“An organization’s ability to learn, and translate that learning into action rapidly is the ultimate competitive advantage.” — Jack Welch, former General Electric CEO 
“All that is valuable in human society depends upon the opportunity for development accorded the individual.” – Albert Einstein
Do you want to generate significant growth consistently? If the answer is yes, then one proven way to accomplish this goal is to formulate and execute a strategic plan for developing and refining the skills of your employees. While many give lip service to employee development, it takes real commitment to make this happen. Furthermore, the business must develop and implement a process for disciplined and consistent execution, day in and day out, to achieve results.
Each person is unique and will come into the business with a distinct set of skills and potential. And thus, this argues for a customized development plan for each employee. The objective of such a program is to have everyone equipped to meet/exceed sales targets consistently. Here are some of the key elements that should be part of your coaching program:
- First and foremost, the foundation for the employee-coach relationship must have genuine mutual respect and trust.
- The best employee development programs will recognize individual differences, helping each employee to optimize innate capabilities in becoming the best that they can be.
- Furthermore, good coaches know how to get maximum employee engagement. That is, enlightened coaches, strive to connect with and to understand people, assisting employees in realizing longer-term personal goals and dreams. Meaning that coaching and employee development must include a genuine commitment to support and help a person, to be most effective.
- For effective coaching, it is most important to establish a rhythm or an expected routine with an agenda for each employee development session. The focus is to design an efficient and effective process to make the most of time spent.
- Good coaches have a basic understanding of the psychology of human behavior. That is, they connect with their employees and understand what each person values the most and what motivates an individual to unleash innate abilities and talents. Instinctively, good coaches get to know people in such a way that they understand how to tap into potential. In some cases, this is a capacity that perhaps the employee may not even know is within him/her.
Coaching is not just about developing the mind and a skill set; it’s much more encompassing. Good coaches touch the hearts and spirits of employees, laying the groundwork for inspired and significantly enhanced performance and execution.
In winning sales cultures, coaching and employee development have a very high priority and start with the following:
- Hiring and developing capable sales leaders who are also good coaches.
- Developing a plan for employee development.
- You are executing the plan consistently over time.
If you need help in any of these areas, we can help you with that! Contact me at adam.vital@avbgs.com or (281) 817-7391.
