Andy Roddick Still Needs Coaching. Maybe I Do Too.
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?
What Do You Want? No, I Mean “Really” Want
Jean Kesterson is the girls volleyball coach at Cathedral High School in Indianapolis, Indiana. She consistently leads her team to state championships in Indiana (3 so far).
I’m not familiar with her coaching strategy or philosophy–only that my daughter played in her summer camp last year. And watching Jean win the State 2008 Volleyball Championship reminded me of something she made the camp players do on the first day of camp.
She asked them fill out the answer to the approximate question, “What do you want volleyball to do for you?”
Think about the wisdom of that. A 14-year old girl, who probably (other than Christmas), is asked what she wants to accomplish. Ingenious!! A simple question.
What Do You Want?
When’s the last time you asked your spouse that? Or your son or daughter? When’s the last time you sales managers sat down with each member of your team and asked that question? Or, have you asked it of your customers? Are you too afraid the answer won’t include you?
What do you want?
I’m convinced that once we know it’s an inspiring question to ask, the reason we don’t is “fear.” We make sales way too complicated with all the moves and procedures and processes and strategies and techniques.
I’m a simple man so I like simple things. Why not try your next sales call to ask that question of the prospect: “What do you want?” And watch magic happen.
Free Sales Management Training
If you’re looking for effective sales management training, keep reading. I considered charging $15,000 for this post, but decided to put it in the complimentary category. It’s my birthday, and I’m in a very giving mood.
Question 1: Can you name the best sales manager you’ve ever worked for? Likely you can name him/her without thinking. Question 2: can you name the worst sales manager you’ve ever worked for? Again, I’m sure it took very little thought to come up with a name.
So, what makes a sales manager the best and what makes someone the worst? Here are a few observations:
- Intent: Sales managers whose TRUE, DEEP-ROOTED intent is to HELP THEIR SALESPEOPLE ACHIEVE THEIR GOALS are far and away the most effective with the greatest results. Unfortunately, too many sales managers are deeply attached to their own success and egotistical gratification. When it’s really all about the manager, the salespeople become mere pawns in the sales manager’s game. Not Good. Your intent as a sales manager is one thing and one thing only: HELP SALESPEOPLE ACHIEVE THEIR OWN GOALS.
- Consistency: Ever worked for a sales manager who says on Monday “It’s all about volume guys. Don’t worry about margin,” and then on Thursday looks at the deals you turn in and says, “Tom, why are these margins so low?” People can’t follow a moving target. Effective sales managers stick to a plan and a message and continually reinforce it.
- Coaching: One of the strongest attributes of effective sales managers is their ability to coach their teams. Coaching doesn’t mean “Tom, here’s how I would handle that.” or “Here’s what you should do with that deal.” It’s about playing to strengths. It’s about honesty, collaboration and authenticity. Tell people how it is. Encourage. Reinforce your commitment to make them as good as they want to be. That’s what a good coach does.
- Accountability: The best sales managers take accountability and expect accountability. I have a client who changed their flowery, 3-paragraph mission statement to something much more simple and compelling: WE DO WHAT WE SAY WE’RE GOING TO DO WHEN WE SAY WE’RE GOING TO DO IT. That’s their mission. It should also be the mission of every sales manager and every salesperson. The culture it creates is powerful. It works with external and internal customers. It’s what everyone seems to want, but no one wants to commit to.
Consider these my birthday presents to you. If you as a sales manager only do these 4 things, look out. You’re on your way to the Sales Managers’ Hall of Fame (as soon as we build one).
