Last week we looked at the issue of your salespeople not using the CRM and how to coach them to use it.

 

This week, it’s another behavioral challenge - the issue of your sales people not organizing themselves and how to coach them around this.

 

You can have brilliantly talented sales people but unless they can translate that talent into sales behaviour that gets sales results, it’s not much good to anyone.

 

Success in any endeavour begins with personal organization, routine and structure. This matters especially when leading people.

 

But it’s not your job to organize them. Coaches create the space for people to organize themselves.

 

I talked before about autonomy It’s difficult to lead people if they can’t manage themselves.

 

Being able to get your sh*t together is probably about as basic (yet essential) a behaviour as you can expect of your team.

 

You have to look in the mirror and ask yourself this age-old coaching question: What would the world be if everyone in it was just like me?

 

In sales terms: What would my team be if everyone in it was organized like me.

 

To what extent is your team’s self-organization a reflection of yours?

 

In today’s episode:

 

Why your team’s ability (or inability) able to organize themselves affects you

 

Some coaching questions for you to ask yourself

 

Some coaching questions to ask your rep as part of a coaching session