Sales leaders may find it challenging to grasp the true essence of effective coaching, often mistaking the practice as pointing out flaws and errors. However, coaching is much more than that. It's about illuminating paths to growth, nurturing meaningful connections, and empowering individuals to unleash their full potential.

Mike Esterday and Derek Roberts, authors of the book Listen to Sell: How Your Mindset, Skillset and Human Connections Unlock Sales Performace, join host Will Milano for part 4 of Mental Selling’s special series.

In this conversation, Mike and Derek shed light on the existing challenges and misconceptions surrounding coaching and how it enables sales leaders to inspire greatness in their teams. They emphasize the importance of shifting the mindset of sales leaders to one that views coaching as a means of unlocking individual potential and driving collective success. Mike and Derek believe that through effective coaching, sales leaders can create an environment where team members feel valued, supported, and empowered to achieve greatness.

In this episode, you’ll learn:

The role of coaching and how it provides a vantage point for salespeople to see aspects of their performance they may miss on their own.

Why effective coaching entails active listening, asking probing questions, and refraining from providing all the answers.

Why coaching should be provided to all team members as part of their growth and development rather than focusing on those who are struggling.

Resources:

LISTEN TO SELL: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance: https://www.integritysolutions.com/listen-to-sell/

Mike on LinkedIn: https://www.linkedin.com/in/mikeesterday/

Derek on LinkedIn: https://www.linkedin.com/in/derekroberts1/