A = Always        B = Be           C = Coaching

Always be coaching yourself, your team, your friends and your family. Once upon a time in the UK I was managing over 1000 sales people. Nobody can actually manage 1000 people but one can manage 35 managers that manage 30 people. I thought I was instrumental to the team and if I wasn’t out there setting the pace, motivating, directing the team day in and day out then the team would fall apart.

In some aspects it did when I changed direction and in others it didn’t. One thing I know for sure is that I wasn’t trained in the coaching method. Had I been trained in the coaching method I would have have had been much less hands on and the team would have thrived upon my absence.

As it was I was too impatient and never let anyone come up with  their own solutions. I was overly directive in my approach. In my mind I was giving them the shortest route to success. My way. I had already made all the mistakes and didn’t want anyone on my team to waste their time going over the same ground I did. I really thought I was doing everyone a favor by shortcutting conversations and giving my advice, warranted or not.

Had I been better equipped and given my team the skill set of coaching then I’m sure the organization would have been much healthier, productive and happier than it was when I moved countries.

The premise of the coaching method is simply to assume the coachee has the answer hidden inside them. Your job as the coach is to help them find it through a thorough and sequenced questioning technique. See chart below for a bit of a glimpse into the coaching method.

Just one little pause and a little more patience and your team will be more self-sufficient as they will be armed with all the tools they need to succeed in todays ever changing marketplace.


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So there you have it a quick reference chart to copy and keep nearby to run a proper coaching session either with your team or one to one.

If you have any questions concerning the use of this method feel free to leave a comment in the facebook box below this post.

Until next week, Be Bold, Be Brave, Be Strong And Go for it Today!

International Consultant - Author - Coach - Trainer - Speaker  Dominic Kotarski Founder of Sales Success Academy and author of "The Making" - A Complete Sales Guide


Dominic Kotarski
Dominic Kotarski

Dominic Kotarski is an author, coach, sales trainer and Founder of Sales Success Academy. He's personally inspired, coached, trained and managed thousands of salespeople and business owners in 11 different countries. You can find him in Vancouver, Canada where he lives, works, runs, ski's and spends most of his free time with his family.

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