|
Coaching for Your Team
One of the most effective “gifts” you can give your sales team is a strong,
knowledgeable, real world coach.
Sales coaches can take your poor to average performers and turn them into
highly productive team members. They can help your top performers become
even more productive. And they can help your new or underperforming
managers become great sales managers.
Sales coaches can work one-on-one or with small groups. Although the cost
is less in a group setting, there isn’t, of course, as much individual attention
as with individual coaching.
If you would like to discuss how having Paul personally coach members of--or
your whole team--we would like the opportunity to speak with you.
Our coaching contracts, whether for an individual team member or a group,
are flexible. Standard contracts are 3, 6, or 12 months in length and consist
of a one-hour weekly telephone meeting with unlimited e-mail support during
the week. Certainly, other arrangements can be made.
What a Coach Can Do
- A coach can help you develop the tools and skills needed to succeed in sales
- A coach can help give you direction and develop a detailed business plan
- A coach can help you implement and work your plan
- A coach can give wisdom, insight and suggestions from years of experience
- A coach can give discipline
- A coach can give organization
- A coach can give in-depth, personalized training
- A coach can give encouragement
- A coach can be a sounding board
- A coach will help you increase your sales and your income
- A coach can help you plan your career moves and advancements
- A coach can sometimes run interference for you
What a Coach Cannot Do
A coach can help you get where you want to go, but a coach cannot:
- A coach cannot force you to succeed
- A coach cannot motivate you if you don’t want to be motivated
- A coach cannot give you the desire to succeed
- A coach cannot make you like your job
- A coach cannot save your job if you don’t perform
- A coach cannot make you perform
Why Hire Me?
There are hundreds of coaches in the marketplace. So, why hire me?
First: I’ve been where you are. Just like you, I’ve had to fight the demons of
the business of selling. During my sales career I’ve sold cabinets and
millwork to home and apartment builders; I’ve wholesales investments to
NASD firms; I’ve sold residential and commercial mortgages; I’ve sold
advertising for a medical publication. I’ve had my successes and failures.
I’ve struggled and I’ve made a ton of money. I’ve had to learn; I’ve had to
seek out training on my own; I’ve had to find solutions because the company
and my manager weren’t there for me.
Second: I’ve managed where you are. I’ve managed sales forces that
wholesaled investments to NASD firms throughout the country; I’ve owned
and managed a successful mortgage company; I’ve owned and managed a
successful publication; and I’ve managed sales trainers and consultants.
I’ve managed salespeople just like yourself. I understand your
management’s point of view.
Third: I’ve failed, just like you. Like every active salesperson, I’ve failed
more than I’ve succeeded. I’ve heard the word “no” far more often than the
word “yes”. I’ve had the same depression, the same frustration, the same
hopelessness that every salesperson has had. I’ve worked my butt off on a
prospect, just to see them go with a competitor. I’ve done a heck of great
job on an account just to have my company screw it up. And I’ve screwed up
sales because I allowed myself to get distracted. I’ve done it all at one
time or another.
Fourth: I’ve succeeded. I’ve had enormous successes. I’ve closed the
biggest deals in my company’s history; I’ve outsold everyone else; I’ve had
regions and national sales teams that have set records; I’ve developed
creative solutions to problems that my company has struggled with forever;
I’ve found ways to succeed when it looked like the only thing that could
possibly happen was failure.
In other words, I’ve been where you’ve been, done what you’ve done and
know your problems, issues and heartache. And I’ve been where you want
to be and know the great joy of being there. I’m not some young hotshot
who happens to have had a couple of great years in sales and decided that
he knew it all and would become a coach.
I’ve paid my dues and I know what I’m talking about. I’m not an overnight
success that is going to share my great wisdom gained from my whole two
years in sales. I’ve been there for over 25 years. In several different
industries. Both as salesperson and manager, and then finally as owner.
And I’m still there. I sell everyday, just like you do. I sell my services to
individual salespeople and companies, I sell my training products, I sell
my speaking services, I sell my consulting services, and I sell myself. I do
what you do everyday.
My Philosophy
When selecting a coach you need to know the coach’s philosophy. You are
investing in your future. You’re going to pay a fairly sizable amount of
money to someone who is going to have a tremendous influence on your
career--and your life. You better know what that person’s philosophy is
before you invest your dollars.
My sales and business philosophy can be summarized with six points:
One: No one can motivate you except yourself. I can help motivate you,
but you are the only one who can decide if you are open to being motivated.
Two: You cannot get anywhere without a detailed plan. If you don’t set out
concrete, measurable goals and objectives and know exactly how you are
going to reach those goals and objectives, you’ll never get much further than
you are currently.
Three: You cannot get anywhere on your own. Sales is a lonely business.
Most often, sales calls are one-on-one situations. So, the rejection is taken
personally, just as the joy of a sale is taken personally. The fear of
rejection, the elation of success and everything in between is most often
experienced in isolation from our supporters, friends, colleagues and family.
Worse, once the we’ve heard the “no,” or even the “yes,” others really aren’t
too interested in hearing about it. Yet, we need someone who is on our side
to participate in the joy--or hurt--of our careers. We all need a partner in
our business. And, to a certain extent, that’s what a coach is.
Four: We all need discipline to keep us on track. A coach is not the
salesperson in the next cubical who pats us on the back and says “good
job,” and then goes back to work. A coach not only give the high five’s for a
good job, but meets out the discipline when needed. A coach isn’t’ the good
guy all the time--sometimes the circumstances call of the bad guy to come
out and enforce the rules.
Five: It is a partnership: Both parties have distinct responsibilities in the
coaching partnership. Your responsibilities include honesty; effort;
dedication; commitment; and desire. My responsibilities are honesty; well
thought out direction; seeking your best interests; and, at times, bluntness.
Six: I’m not here to help you along some mystical road to self-discovery.
My job is to help you create and implement the plans, methods, skills and
focus to reach your career potential. If you’re looking for a den mother to
help you find yourself or to sympathize with failure, that isn’t me. If you
want to learn how to significantly increase your income, your sales, and your
career, let’s talk.
If you are serious about your career, if you want a coach who will accept the
responsibility of understanding where you are and where you want to go, if
you want to make more money and enjoy your career more, and if you want
someone who knows the landscape and how to negotiate it--and has the
scars to prove it, then we need to talk.
Is Money an Issue?
Unfortunately, hiring a top coach isn’t inexpensive. But consider the return
on your investment. Depending on the contract you select, my coaching
services and your payment arrangements, my fees range from $300 to $600
US per month. In the great scheme of coaching services my fees, are
moderate and more than reasonable. The question isn’t can you afford it.
The question is what is your success worth? My fee is typically what? One
or two additional sales per month? A cheap price to move your career from
where it is to where it should be.
Team Size
Do to the nature of team coaching, the size of any given team cannot exceed
20 individuals. In addition, it is expected that each team member will
participate in each session.
Team Coaching is only offered in 1, 3, and 6 month contracts for as little as
$56.25 per month per participant:
One month contract $2,000
Three month contract $1,500 per month, paid monthly
Six month contract $1,125 per month, paid monthly
For more information or to discuss your team’s situation, a call Paul directly at
281-216-6845 or e-mail him at pmccord@mccordandassociates.com.
For pricing on individual coaching, go HERE
What are People Saying About Paul’s Coaching?
Bobby Kirby, insurance sales, Phoenix, AZ:
“I want to thank you for the change you’ve made in my business in only 60
days. This is the best money I’ve invested in my career. I was skeptical at
first since I’d had a bad experience with “coaching” before. As a matter of
fact, my wife was totally against trying it again. I just can’t thank you
enough.”
Carol Anderson, Realtor, Miami, FL:
“Paul, you were my last hope as a Realtor. I’ve been in real estate for over
two years and did everything my company told me and nothing worked.
You’ve made me a real Realtor--I’m actually making a living at this! I’m
shooting to be on the podium this Winter at our awards banquet for my
production and I honestly think I’m going to make it. Want to stand up on
stage with me and share the award?”
Robert Hynes, UBS, Boston, MA:
“This is really powerful material. I’ve found your techniques and strategies
are making a difference in more than just my career. I’m looking forward to
learning more as we go along.”
LaShanda Johnson, mortgage broker, San Diego, CA:
“I wish I had known about you long ago. My sales have doubled in less
than 3 months and I certainly expect them to double again within the next
4 or 5 months. I’m changing my quarterly contact to the annual contract as
of today.”
|
