As a big tennis fan, I’m always interested in the coaching selection big name players make. And since I’m in the coaching business (of sales teams), I’m also intrigued with how one arrives at the conclusion that one needs coaching.
I watched this year’s Wimbledon with amazement as Andy Roddick gave eventual winner Roger Federrer all he could handle.
But the real story is behind the scenes–at the Roddick coaching situation. A few months ago, Andy realized his game wasn’t where it needed to be so he hired Larry Stefanki to coach him. Now Larry has been known to fire his tennis clients if they don’t listen to him (actually all coaches should learn to do that). So Andy must have been serious about this effort.
Stefanki coached him on three things only…backhand form, emotional control and weight/nutrition. He didn’t make it any more difficult than it had to be. And presto! Andy went from playing OK–to playing REALLY well.
Which brings me to my lesson for today:
1. You can’t see what you’re doing wrong without a coach. We all think we know but we don’t. Video tape or audio record yourself sometime if you want to hear yourself. But be ready — it can be ugly. If you have a coach, have him/her role-play with you so you can see where you can improve.
2. There is always a next level of performance. I don’t care how good you are–or think you are–there is another performance strata. Andy’s a pretty good tennis player, but he still needed outside help. While I don’t want you to be obsessed with growth, you can be focused on it in a healthy way.
3. A coach forces you to talk about technique. How many people in your life care about your sales technique? Probably not many. But a coach should. That’s really all they should concern themselves with. Not how amazing you are. Or how much money you make. They should be singularly focused on the inner game, sales strategy, skill and tactic. Never results.
So, maybe as you watch Andy Roddick next weekend, you’ll remember that behind his great talent is a coach who brings out his best by demanding a next level performance.
Do you need a coach?
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