Most sales managers and other professionals are quite familiar with consultants, specialists retained to come into a company or a department to “fix” a specific problem, often by recommending specific procedures or services they develop and help the company implement. The difference between a consultant and a coach lies largely in the nature of our approaches. Unlike a consultant, who asks questions and arrives at an impartial analysis, my job as a coach is to partner with the client, forming an alliance. Together, you and I enter a process of client-focused inquiry, the end result of which are appropriate techniques, activities, and solutions that mesh with your sales goals and values and successfully resolve your specific Sales Call Reluctance issues.

The collaborative nature of the coaching process affords you the opportunity to acquire new perspectives and, as a result, new solutions that work for you and your staff. Through coaching, your self-image and perceived strengths are enhanced because you arrive at your own solutions to the problem; a coach does not hand you the answer. Likewise, the solutions you reach via the coaching process tend to be better grounded, more soundly implemented, and more permanent in nature.

The Role of a Coach
Coaches are trained to listen, observe, and customize their approach to each individual client’s needs. As your coach, I am able to recognize your natural creativity and resourcefulness; my goal is to elicit solutions and strategies from you, not to offer cookie-cutter approaches from a book or the most recent weekend course. My job is to provide support, bringing your inherent strengths, talents, and capabilities to the surface, and to ascertain the areas where you may want to pursue new or upgraded skills.

Individual attention is the cornerstone of any successful coaching program. As your coach, I will work with you to arrive at the best strategy for you and the company. Coaching extends beyond improved communication skills and more effective to-do lists to managerial strategies such as team-building, delegation, and implementing and handling organizational change. And as your confidence improves, the company, department, and/or staff automatically benefit. Ultimately, my job is to help you get what you want.

The Coaching Process
My coaching process begins with the SPQ assessment that measures Sales Call Reluctance. In certain situations, I may use other assessments to enhance the process. After reviewing the assessment with you, we immediately begin the process of identifying results and possibilities, spending time identifying your goals and dreams. Together, we create an action plan and begin working through your self-imposed internal obstacles. Though it can be a challenging process to bring these issues to the surface, it is essential that we uncover all the internal and external obstacles that have been keeping you from creating more success in your business. We then strategize as you get to work on you business development activities. Accountability and support systems are a key component of your success. My goal is to assist you in developing new habits of thought that will serve you well, not only in your sales career, but throughout the rest of your life.

Who Can Benefit From Coaching?

• Managers
• New Leaders
• Project Leaders
• Solo Practitioners
• Executive recruiters
• Senior Leaders (VP, SVP, C-Level)
• Salespeople from any industry (new and tenured)

Coaching is collaborative process that amplifies and accelerates learning. The resulting self-discovery will expand your capabilities and improve your performance, regardless of your title, level, or job description.

I only enter a coaching relationship with a client after an in-depth conversation and intake session, when I feel we have synergy. I am known to refer prospective clients to other coaches because I feel they may be better served by a coach with a different method or style. My coaching is truly about bottom-line results. Throughout our relationship, I will gladly share resources and make introductions to my network, when appropriate.

What Are the Benefits of Coaching?
Because coaching allows an environment of unconditional acceptance, participants naturally learn and grow, gain clarity, realign their values, and take effective action toward meaningful goals.

Personal benefits include:

• Increased productivity
• Better decision-making
• Freedom and transformation
• Personal and professional growth
• Expanded creativity and resourcefulness
• Clarity, organization, and effective action

Organizational benefits include:

• Lower attrition
• Cost reductions
• Bottom-line profitability
• Reduced customer complaints
• Improved quality and efficiency
• Noticeably up-leveled customer service

Executive benefits include:

• Greater job satisfaction
• Significant conflict reduction
• Noticeably improved teamwork
• Better working relationships with peers
• Superior working relationships with clients
• Improved overall organizational commitment
• Improved working relationships with direct reports

Enhanced working relationships with immediate supervisors

My core philosophy is that every client is creative, resourceful, and capable of achieving their goals. You have the ability to generate your own solutions and are completely responsible for your results. I am responsible for the coaching process, and guarantee that I will devote 100 percent of my attention to our coaching calls!

Team Coaching
Teams are the engines that drive successful organizations, producing results that individuals simply cannot achieve alone. Because a team is not simply a machine with replaceable parts, every member of the team – and his/her inherent moods, expectations, visions, and blind spots – affects and influences the other individuals on the team and plays a significant role in how well the team works and its ultimate success. Effective team coaching focuses on the whole as a system, as well as the interrelationships among the individual team members. Successful team coaching involves more than coaching the individuals to be better team members; the team must also be coached as its own entity, independent of the needs of any single member.

Team coaching works in any organizational setting. The coach guides the client team through a process that provides a range of team skills training and customized coaching for both the individual team members and the team as a whole. Rigorous follow-up and accountability are enforced to ensure that each team reaches its performance goals.

I have been specifically trained to work with teams. The team coaching process is very similar to the model for individual coaching. My philosophy is that the team is capable of creating their own solutions and synergy. As your coach facilitator, I bring the process; your team brings all their resources and dynamics. We use a variety of tools to help any team achieve their ultimate goals.

Teams That Can Benefit From Coaching

• Project Teams
• Virtual Teams
• Startup Teams
• Teams in Crisis
• Nonprofit Teams
• Teams at the Top
• Healthcare Teams
• Senior Leadership Teams
• Teams responsible for launching new products/services

Benefits of Team Coaching

• Cultural change
• Dissolving disputes
• Mutual accountability
• Shared vision and purpose
• Increased capacity and efficacy
• Long-delayed difficult conversations
• Heightened decision-making capabilities
• New and/or expanded trust and openness
• Improved collaboration methods and techniques

Individual and collective learning and self-discovery