So you’ve set up your Coaching Frameworks and you’re ready to launch them to your team? Great! We want to help you make the most out of launching these so we’ve put together some guidance and advice to help. We’d also love to hear what worked well for you so get in touch!
Your team could leave with 2 thoughts about the coaching framework you’re about to launch. They could leave thinking it’s an ‘assessment tool’, some kind of test they’ll take periodically when call coaching. Or they can leave thinking it's how you’re empowering the whole team. The second is a far better message to land, with many more benefits.
Let's dig in a bit more.
Addressing status quo
If you don’t have coaching frameworks at the moment, then essentially, ‘what good looks like’ is buried in your head. So the first thing we achieve by creating frameworks is giving the team absolute clarity on what great looks like.
“As your leader, I don’t want to be the blocker to you understanding how to deliver a brilliant call”
It’s important to communicate to the team how coaching frameworks are going to benefit them. Here’s some ways in which you can do that:
Most importantly, they are going to create a sense of ownership within the team. Each rep can be the best self-coach and support their peers when they have clarity on what to focus on when listening back to sales calls.
“I don’t want you to be reliant on me and my time for coaching, the frameworks are there as your guide to support each other and most importantly, to turn you into the best self-coach you can be. You’re with yourself 100% of the time, you’re your most powerful coach.”
The framework is a bit like a microscope, it's not there to dissect each of the calls, but to help you focus on what's important, both the real highlights of the call as well as the stuff the team needs to work on to improve performance.
Your message here:
“It's important you can listen to a 30 minute call and easily identify what you did really well at, what you want to repeat as well as the one or two things you want to work on to take your performance to the next level”
What its not
It's not a test
It’s not a grade to be compared or a way of mapping you to the next person
What it is:
It's completely personal, about your journey and how we’re looking at improvements in your sales conversation that will ultimately lead to increasing results and making you a better sales person.
It will help the team to get a better understanding of coaching frameworks if you talk through them with an example.
You should schedule a couple of sessions where you can put this to the test and really importantly, create a space for feedback so your team can come openly with their thoughts and feedback.