Coaching for Accountability with Mark Garrett Hayes

On this episode of Accelerate Your Business Growth, we dive into the importance of emotional intelligence, active listening, and coaching in sales. Our guest, Mark Garrett Hayes, emphasizes that coaching is about having great conversations to help people prioritize their own goals and tasks. We discuss how accountability is essential for coaching to be effective and explore how to identify coachability in individuals. Additionally, we discuss the concept of responsibility and how coaching can help individuals come up with options and choose a response to a situation. Mark also shared tips on how to motivate team members and stressed the importance of understanding a person's "why" to help them achieve their goals. Finally, we discuss why organizations need to invest in coaching and prioritize it as an essential part of the job.

Mark Garrett Hayes is a business consultant focused on generating return on investment (ROI) from training programs. He recognizes that training comes at a cost to the business and takes people away from the front line, so it's critical to ensure that training is seen as an investment in individuals. Coaching is a vital component of generating ROI because it helps people be accountable for the investment in them and generate results. Mark's current project involves designing an 11-week coaching program for sales managers, and his focus is on making sure that people take the training seriously and use it to generate measurable improvements in their work.

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Quotes:

"The Importance of Coaching in Sales Leadership: If we're not coaching our people, something happens. First of all, we live in a very competitive environment for sales talent right now. Arguably, if people aren't being coached, they will go somewhere else where someone else will coach them."

— Mark Garrett Hayes [00:04:17 → 00:06:09]

The importance of coaching for accountability: "Coaching is a natural vehicle to ensure that people are doing what they're asked to do and getting results from it. It just is amazing how we don't prioritize something which is so fundamental to results from people."

— Mark Garrett Hayes [00:07:17 → 00:08:31]

The Importance of Finding an Employee's "Why": "When you hire someone, you're hiring a why, not a who. What is that thing that drives this person when you're not there? Makes them get up, makes them prospect, makes them call, makes them organize themselves."

— Mark Garrett Hayes [00:16:09 → 00:18:56]

Why Hiring Athletes is a Good Idea: "They have that psychology that it's just part of their evolution. They're not going to sit in a corner and feel sorry for themselves. It's rough, it's tough, it's get back up."

— Mark Garrett Hayes [00:21:27 → 00:22:36]

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