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  • Jerry Phillips

The ROI of Coaching

For the past year I’ve been working to build a pipeline on a new solution that I believe in. The focus is to teach first line managers and develop their coaching skills. I believe it is the missing link between sales training, and predictable, sustainable, sales performance. The solution is Level Five Selling and Level Five coaching. It is an outstanding process, and it has paid dividends for my client base.

The reason I’m pointing to this is not just because I want to sell you on it. The reason is this; it supports the first action on my flywheel. Stay relevant for my targeted prospective clients. Which leads to be a thought leader for my targeted industries. It supports my commitments for 2023.

The reason I write blogs and my books is to share ideas and hopefully educate and entertain. I work to share my personal life experiences with the idea that it ties directly into our business experiences. The same things that drive behavior in our personal lives, also drives our behavior in our businesses. Emotions build creativity and our logic keeps us on the rails. I believe this is true in all areas of our lives.

First line sales leaders are the linch pin for sales performance, and most are not taught how to coach at a high level. Yes, there are leadership classes and opportunities for the leaders to learn, but quality coaching needs to be defined, and measured. Coaching needs to be proactive, versus reactive. We need to coach as a partnership with the salesperson.

As I’ve shared before, I’m a fan of “Atomic Habits” by James Clear. This past week he shared the following in his newsletter:

"Every action you take is a vote for the type of person you wish to become. No single instance will transform your beliefs, but as the votes build up, so does the evidence of your new identity."

Investing in your first line leaders will change the identity of your company and change the type of people they are. They will become great coaches! It’s a great ROI.

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