What is Professional Coaching?                                                     Coaching FAQ's

The international Coach Federation defines Professional Coaching as “a professional partnership between a qualified coach and an individual or team that supports the achievement of extraordinary results, based on goals set by the individual or team.  Through the process of coaching, individuals focus on the skills and actions needed to successfully produce their personally relevant results.” 

How does it work? 

The heart of the process is a dialogue between an individual or group and a professional coach.  The discussion will focus on a topic chosen by the client.  Topics often come from their professional life:  an important near term challenge to be met; a need to increase their knowledge; a need to improve their ability to perform an important task; a need to increase their overall level of job performance.  Personal or life goals usually relate strongly to our performance in the business setting.  In that sense, the coaching might also address these or similar goals:  identification and leverage of personal strengths; improving communication or leadership styles; a need to make critical life or career choices; work-life balance; personal organization and life management. 

The role of the coach is to help their client achieve clarity on their goals, a plan to achieve the goals, identification of barriers and inhibitors, and a specific plan of action.  Regular dialogue with the coach helps the client make steady progress and hold themselves accountable to the action plan. 

In the coaching sessions, coaches apply a range of techniques drawn from professional management practices, organizational development, the behavioral sciences, and best practices drawn from their personal experience.  Certified coaches receive continuing support from professional coaching organizations such as the International Coach Federation. 

How does it differ from what I do in the course of supervising my team? 

The sales manager and the coach share an important goal:  To make the sales professional successful, both individually and in their contributions to to the business results of their organization.   

The professional coach brings a different perspective to achieving that goal.  They come to the coaching engagement as a partner rather than a supervisor.  That approach enables them to afford the client a level of safety and confidentiality that they may not feel with their manager.  The coach, as a third party, is able to achieve a level of objectivity that may be difficult for a manager within the organization to achieve.   

The client  recognizes that the manager and the company are making a visible investment in them and their future.  That can pay benefits in their personal level of motivation and their loyalty to the company. 

How can I include it in the development program for my team? 

Coaching can take a number of different forms.  It can occur individually or in groups.  It can be tied to specific short term goals or long term individual or team development.  Coaching clients can be high potential employees where the company is wanting to accelerate their personal and professional growth.  Alternatively, coaching clients can be team members with job performance issues where the company is seeking to go the extra mile in affording them the opportunity to improve their performance.  In all of these situations, the coaching program adds a powerful new dimension to improving the level of performance of your sales team.

What's the level of investment? 

Professional coaching is a very cost effective investment.  In many cases, 90 days of individual coaching can cost less than a typical business trip, or less than attendance at a training event.

 Why choose Sales Sense? 

I understand what makes salespeople tick.  I have over 30 years of success in selling, sales leadership, and consulting with diverse organizations from start-ups to Fortune 25 companies.

I have coached hundreds of individuals and teams to increase their effectiveness in a wide range of environments:  military, commercial industry, sales and marketing, career search, and community / non-profit.

I received my coaching training from a highly regarded program offered by the University of Texas at Dallas.  This program has been a pioneer in providing coach training which takes advantage of the academic rigor of a top rated university and business school. 

I am a member of the International Coach Federation.  I take advantage of their leadership in the creation of knowledge and the development of best in class approaches in the field of professional coaching to improve the value I bring my clients.

I have formed working alliances with a number of well respected professional coaches.  We can find the right coach for your specific need.