coaching Archives - OpenBusinessCouncil Directory

Why Maintaining a Successful Salesforce Requires Effective Coaching

Hernaldo Turrillo — Tue, 16 Mar 2021 06:33:32 +0000

A successful and sustained sales team usually requires a dedicated and constructive coaching system that defines targets and interprets the skill level of each and every salesperson on the team.

Evaluating the strengths and weaknesses of the entire sales team is paramount in crafting and transforming a good salesforce into an award-winning sales team.

The coach is usually the one behind the scene assessing the entire scope of a company’s overall business model and its relationship to its salesforce.

Moreover, the size, reach, and diversity of a company’s product line within the marketplace may also impact how an effective coaching system needs to be crafted.

In that, a multifaceted company with a diverse product line of goods and services may have several different divisions within the company, with perhaps each having its own sales goals, which may require a different coaching approach than a company producing one product line.

However, the core principles in crafting a successful salesforce don’t change in that although a sales strategy may require a different approach for a particular product or service, the fundamental tools needed in successfully selling remain the same.

Most sales managers know that effective sales coaching begins with understanding the marketplace, identifying and measuring accurately critical sales data from each team member that will impact the overall performance of the entire sales team.

Knowledge is power

No doubt we’ve all heard the phrase “knowledge is power” in that the more information gathered in identifying the sales goals and aspirations of your customers, the easier it becomes in creating an action plan tailored for their individual needs.

Today’s changing business environment requires regular and structured reinforcement of both the sales team and managers. Sales development initiatives are critically important in establishing a viable coaching methodology that can quickly identify and resolve problem areas.

This requires everyone working as a unit, in short, “working on the same page.” Issues need to be well thought through before ever engaging the customer to maximize a successful closing.

The sales coach should work in partnership with the manager in analyzing the customer’s product line(s), craft a compelling sales script, role play with the team, anticipate and respond to customers’ concerns and complaints, utilize and embrace state-of-the-art coaching software.

Moreover, as stated previously, the fundamental principles of developing an award winning sales team lies with understanding the five basic elements needed within every coaching program in assuring a successful salesforce:

Collect and assess critical data

Much like a good detective, an effective and successful sales team needs to assess critical data. This requires an honest approach in gauging the performance of each individual rep, analyzing their individual strengths and weaknesses. This means collecting empirical data, which would be factored into developing a coaching strategy. Without indisputable data to guide the overall process in tracking the performance of individual reps, the entire sales operation becomes flawed.

Identify and reward top performers

On every sales team, there are top performers, those individuals that continually and successfully close deals. Evaluate and discuss their performance with the other team members, explore their sales approach. For example, one team member may have excellent negotiating skills; however, their presentation skills may be lacking, and conversely, another sales rep may be a strong “closer” however may lack the temperament in working within a highly regulated sales environment.

Develop a personal approach

It’s called the “likeability factor.” Research shows that having a good personal relationship with your customer is the best way to retain continued business. Sales reps that continually “service” their customers, follow up on orders placed and take care of minor disputes beyond the initial sales and advocate on their customer’s behalf are usually rewarded with repeat sales.

Finalize and implement the sales coaching plan

We’ve put into place the top three elements needed in creating an award winning sales team. However, just as important is building some flexibility within the overall coaching structure, in that no two individuals assess an issue or solve problems in the exact same way. Therefore it’s extremely important to personalize your coaching strategies targeted for those individuals requiring additional training support in areas that need improvement. Personalized coaching interactions with individual sales reps show that you understand their needs.

Continue the coaching process

Simply developing a one-time coaching strategy isn’t enough; if you want to continue developing an award winning sales team, you need to continue the process. Many coaching strategies fail simply because those in charge lack the desire to maintain a continuous coaching program.

Hernaldo Turrillo

Hernaldo Turrillo is a writer and author specialised in innovation, AI, DLT, SMEs, trading, investing and new trends in technology and business. He has been working for ztudium group since 2017. He is the editor of openbusinesscouncil.org, tradersdna.com, hedgethink.com, and writes regularly for intelligenthq.com, socialmediacouncil.eu. Hernaldo was born in Spain and finally settled in London, United Kingdom, after a few years of personal growth. Hernaldo finished his Journalism bachelor degree in the University of Seville, Spain, and began working as reporter in the newspaper, Europa Sur, writing about Politics and Society. He also worked as community manager and marketing advisor in Los Barrios, Spain. Innovation, technology, politics and economy are his main interests, with special focus on new trends and ethical projects. He enjoys finding himself getting lost in words, explaining what he understands from the world and helping others. Besides a journalist, he is also a thinker and proactive in digital transformation strategies. Knowledge and ideas have no limits.

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My Life In 37 Therapies: One Woman’s Incredible Journey In A Search For Answers

Hernaldo Turrillo — Mon, 03 Jun 2019 11:19:01 +0000

My Life In 37 Therapies: One Woman’s Incredible Journey In A Search For Answers

Kay Hutchison had it all – the high-flying media career, a loving husband, the 5-star lifestyle – but one day she realised she was empty and unhappy. Holidaying on the French Riviera she finally understood the things she had spent her life striving for weren’t really what she wanted at all. She told her husband she had to go, left her holiday and husband there and then and began a new phase of her life.

‘My life in 37 Therapies’ is the book for every woman out there who has spent her life working hard, behaving well, ‘doing the right thing’ for everyone but herself, only to be left wondering why she’s still not fulfilled. It’s one woman’s unique and entertaining guide to finding herself. A ‘no holds barred’ story about looking for the right answers, sometimes in the wrong places – trying everything from Shamanic Retreats to F**k-It Therapy, Tarot to Past-life Regression and lots more in between.

Kay went further than most working her way through a total of 37 different therapies – from desert dunes to mountain tops, travelling far and wide in her quest for fulfilment. A taste of her experiences:

Acupuncture – a dingy basement with a chain-smoking practitioner
Affirmations – be careful what you wish for……
Ayurvedic medicine – a thousand-year old treatment practised in India
Card readings – calming and helpful with panic attacks
Colonic irrigation – cleansing but not for the faint hearted!
F**k it therapy – unexpected and a real tonic
Guided mediations – easy DIY therapy you can do at home
Massage – the ultimate pick-me-up
Past life regression – led to a Shamanic retreat in Egypt
Silent retreat – 50 women, 10 days over Christmas, total silence
Voodoo – never the answer
Writing therapy – brilliant for organising thoughts and ideas

Whilst some of the therapies she tried were more successful than others – Kay believes that all of the therapies contributed in some way and helped her work through her mid-life crisis and come out the other side healthy, whole and content.

Packed full of funny stories about her experiences this is the ultimate feelgood read taking a humorous look at the sometimes less than glossy reality of therapies. Honestly written, every woman will recognise herself in the emotional turmoil that is laid bare against the backdrop of an intensely personal journey of discovery.

The Author

Kay Hutchison is a content creator with extensive experience in radio, television and publishing. After gaining her BMus and MA in music at Glasgow University she joined Decca Records in London and then BBC Radio as a Producer. Kay moved across to television with Channel Four and went on to lead the launch teams for Disney TV and Channel Five. In the build up to the 2012 London Olympics she successfully led the legacy partnership that delivered a long-term future for the multi-million pound Olympic Broadcast Centre.

Kay founded her own company, Belle Media, and launched Belle Kids in 2015 producing multiplatform, conservation focused content for children.

My Life in 37 therapies

My Life In 37 Therapies
By Kay Hutchison
Out 4 July
Published by RedDoor Publishing Ltd
Paperback Version: £9.99

Hernaldo Turrillo

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Visual Doing: The Book To Apply ‘Visual Thinking’ In Your Day-To-Day Business

Hernaldo Turrillo — Tue, 08 Jan 2019 14:09:42 +0000

Visual Doing: The Book To Apply ‘Visual Thinking’ In Your Day-To-Day Business

After the success of 2017’s Visual Thinking, author Willemien Brand noticed that people enjoy discovering how easy it is to use drawings in business communication. But they still have no guide to satisfy their desire to tell a visual story in a very simple way. That is why the author has now written Visual Doing.

This book will fulfill this desire, not by drilling deeper into the advice in the first book, but by ‘undeepening’ Chapters 3 and 4. These chapters, both about drawing in visual business settings, are now broken down into ready-to-implement skills and tools. Visual Doing will improve your visual craftsmanship and broaden your skill set.

As the author said, this book is about “how to show and share your ideas in a fun, clear and compelling way so you can inspire, engage and activate yourself and others.”

It’s a practical and accessible handbook for incorporating visual thinking into your daily business and communication. The author leads you through a new range of exercises, techniques and subjects which will help you to tell your own visual story. It takes a look at these subjects from different perspectives: ‘me as an individual’, ‘we as a team’ and ‘us as a company.’ It helps you to clarify complex information, pitch innovative strategies and foster a visual culture within your organisation.

Visual Doing is a practical and accessible handbook for incorporating visual thinking into your daily business and communication

As a follow-up to the bestseller Visual Thinking and the second book Visual Doing, the author is soon releasing two workbooks. These books are great tools to help you kick-start your visual journey and gain the confidence to produce amazing, compelling drawings. The books are crammed with tons of visual exercises, ranging from tracing illustrations to drawing hacks. It will inspire you to design and share your own icons!

Visual Thinking Workbook
Drawing people and interactions, highlights simple ways of drawing people, emotions and interactions. It will hone your drawing skills and give you the confidence to use them in meetings or whenever you want to explain something or visualise a situation.

Visual Doing Workbook
Create clear and compelling layouts; focusses on flipcharts and larger, more complex drawings and how to tie together their different elements. It will show you how to grab people’s attention and make your ideas stand out by framing your canvas or making sure it has an eye-catching title.

Willemien Brand has turned her passion for drawing and design into her life’s work. She graduated with distinction from the prestigious Design Academy Eindhoven in the Netherlands and enjoyed an awardwinning career as an industrial designer with ATAG Keukentechniek before setting up the successful design studios Buro BRAND and BRAND Business. To be able to help other people unleash their creativity and use it to achieve better results in their work gives her joy and renews her passion for drawing. Now she shares this passion with companies throughout the world as one of the leading ﬁgures in the visual communication revolution.

Visual Doing

Visual Doing
By Willemien Brand
Out Now
Published by BIS Publishers
Paperback Version: €19.90
ISBN: 978 90 6369 499 9

Visual Doing Workbook

Visual Doing Workbook
By Willemien Brand
Out Now
Published by BIS Publishers
Paperback Version: €9.90
ISBN: 978 90 6369 500 2

Visual Thinking Workbook

Visual Thinking Workbook
By Willemien Brand
Out Now
Published by BIS Publishers
Paperback Version: €9.90
ISBN: 978 90 6369 511 8

Hernaldo Turrillo

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RISE, The New Book To Start Living The Life You Were Meant To Lead

Hernaldo Turrillo — Mon, 10 Dec 2018 13:11:48 +0000

RISE, The New Book To Start Living The Life You Were Meant To Lead

“Life today is fast paced. We juggle busy careers and social commitments, we’re bombarded with information and alerts, and we collect possessions – it all seems important, but deep down, many of us still have a feeling that something isn’t quite right. It might be that you’re approaching a milestone birthday, facing a redundancy, divorce or break-up, or just generally feel stuck in rut and demotivated – you want to improve your life and reach your goals, but just don’t how or where to start.”

That is the main starting point of the upcoming RISE: Start living the life you were meant to lead. A new book that encourages us to stop for a second and think where we are and, even more importantly, where do we want to get to in order to fulfil our life expectations. A much needed inner exploration in our helter-skelter lives.

But, beyond that, RISE: Start living the life you were meant to lead is a “practical guide that puts you firmly in the driving seat of your own life, as the architect of your own destiny. RISE will help you to identify precisely where you’re going in life, understand how you’re going to get to where you want to be, and most importantly, help you to become who and what you want to be along the journey. RISE is your blueprint to a compelling future.”

Nonetheless, one of the common traits of life’s high achievers is that they are constantly learning from the past; but they don’t live in the past. RISE shares a plethora of ideas, strategies and practical tools that enables you to become more self-aware – unpacking your relationship with your past and understanding your present in order to make the conscious choices that will help you unlock your potential, unleash your success and create the future you want.

RISE at a glance:

Practical guide with real-life stories to bring the strategies, tools and ideas to life.
Written using an accessible, structured, coaching framework to give you the feeling of 14 individual one-to-one sessions.
Designed around usability and the attainment of real, tangible results.
Interactive that includes accelerator exercises and a downloadable toolkit.
Reflective with each chapter summarising with a recap of the key exercises and actions.
Supportive, a RISE action planner which will help you be consistent and disciplined.
RISE will help you become the best version of YOU every day.

Out in January 10, 2019, RISE is a practical guide using a coaching framework to help the reader identify where they’re going in their career, and life, and how to get to there. It shares a plethora of ideas, strategies and practical tools that enables the reader to become more self-aware – unpacking their relationship with their past and understanding their present in order to make the conscious choices that will help them unlock their potential at work, unleash their success and create the future they want. For more info, please see the press release copied below.

The Author

RISE’s author, Royston Guest, is a well known writer for #1 best-seller business growth book, Built to Grow, and also CEO of Pathways Global and founder of The Business Growth Pathway and Pti Worldwide, a global consultancy and training company with a proven track record in delivering business growth, personal development and peak performance.

Driving sustainable business growth fast and unlocking the potential of individuals are Royston’s two professional missions. His clients include Metrobank, EE, Heinz, DHL, Virgin, Harrods, the NHS, ABTA, Virgin Holidays, Barclays, RBs, Santander, and Lloyds Black Horse to name but a few. Through exposure to such a broad array of organisations and having worked with tens of thousands of people over the past two decades from all walks of life, Royston has created a set of breakthrough distinctions and insights into what it takes to unlock people potential and achieve greatness.

RISE – Start Living the Life you were meant to Lead

RISE – Start Living the Life you were meant to Lead
By Royston Guest
Out in January 10, 2019
Published by John Murray Learning
Paperback Version: £14.99
ISBN: 978-1473695382

Hernaldo Turrillo

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