Coach on Performance Vs Development (REKS)

Sales leadership involves a dual role - performance coaching and development coaching. While performance coaching primarily focuses on achieving immediate results, development coaching aims to guide individuals towards their long-term career goals. In this comprehensive guide, we delve into the art of coaching for sales leaders, emphasizing the importance of both aspects.

Performance Coaching: Navigating Short-Term Success

Performance coaching is the bread and butter of the sales world. It centers on achieving concrete results and meeting objectives. It's about answering questions like: Is the quota being met? Are enough meetings booked? This type of coaching can be incredibly effective for short-term goals. It includes teaching specific skills such as structuring emails, proposals, and conducting successful conversations.

Development Coaching: Nurturing Long-Term Growth

On the other hand, development coaching is all about the long game. It involves investing in the individual's growth and helping them achieve their full potential. This coaching is not about immediate results but rather about teaching them how to think differently and become a more effective professional.

The REC Framework: A Coaching Roadmap

When coaching your team, whether for performance or development, it's crucial to have a structured approach. The REC Framework - Results, Effort, Knowledge, and Skills - offers a roadmap for effective coaching.

Results: Quantifying Progress

Start by quantifying the results. Show your team where they stand in terms of goals and how their performance compares to the rest of the team. Transparency is key, and everyone should have access to this data. If someone is lagging behind, it's essential to identify the reasons.

Effort: Measuring Dedication

Effort is the next parameter to assess. For a prospecting team, it could be the number of emails sent or calls made. For an account executive, it may involve analyzing their account planning and the depth of their engagement with opportunities. Determine if they are putting in the required effort to achieve the desired results.

Knowledge: Ensuring Understanding

Knowledge is about ensuring that your team knows what is expected of them. Are they well-versed in the correct email formats, professional call structures, negotiation tactics, and customer-centric approaches? Utilize training and certification to confirm their understanding.

Skills: Applying Knowledge to Effort

Skills are where managers truly become coaches. Skills involve applying knowledge to effort effectively. Just because someone possesses the knowledge doesn't guarantee its application. For instance, if someone knows how to write excellent emails but resorts to spammy messaging, there's a gap. Managers must guide their team in applying knowledge to effort seamlessly.

Lone Wolves and the Pitfalls

Occasionally, you might have a "lone wolf" on your team who is delivering exceptional results with minimal effort. While this can be advantageous in the short term, it's crucial to monitor them closely. If they start to falter or their methods become non-scalable, it can become a challenge for the team and the organization.

The Role of the Coach

As a sales leader, your role goes beyond managing the team; you are a coach. Your duty is to guide your team to maximize their performance and help them achieve their long-term career goals. Use tools like a "bingo card" to evaluate and quantify the application of skills and knowledge to effort.

Expand Your Coaching Horizons

To explore these coaching concepts further and learn how to be a good coach, watch this enlightening video session. In this session, industry experts provide valuable insights into effective coaching strategies that can transform your leadership style.

As a sales leader, your coaching prowess can make a significant impact on your team's success. Balancing performance coaching for short-term results and development coaching for long-term growth is the key to achieving sustainable success. Utilize the REC Framework to guide your coaching sessions effectively, ensuring your team understands their goals, puts in the necessary effort, applies their knowledge, and masters the required skills. To embark on a journey to become an even better coach, watch the recommended video session and unlock the full potential of your sales leadership.