Over-Coaching

Over-coaching is a phenomenon that can hinder sales professionals. It occurs when sales managers micromanage and over-instruct their team, causing confusion and limiting creativity. While some guidance is necessary...

too much can be counterproductive. Empowering sales reps to trust their instincts and find their own solutions can lead to greater success. By focusing on the big picture and allowing room for experimentation, sales teams can achieve phenomenal results. Let's pledge to break the cycle of over-coaching and embrace a new era of independent thinking and creativity among sales professionals.
​

• Yes, your sales teams need to have a path to run on.
• Yes, your sales teams need to complete DAILY HIGH VALUE ACTIVITIES.
• Yes, both your experienced team members & your new team members need to be held accountable to report "with honest accuracy" the results of what they did that day.
• Yes, if they are resisting to turn in their Daily or Weekly Activity Report, they are likely underperforming!

Just last week we recently met with a CEO who’s company revenue last year was 11.1 million.  She was ecstatic.

• Excellent growth.
• Excellent team.
• Award winning business in her community.

However, in a recent weekly sales meeting with their 6 sales reps, the 5 experienced reps did not produce more appointments than the brand new, mostly untrained rep.
How can this be?

As the story unfolds, we see what might be happening right now in YOUR COMPANY.  We see sales reps that get "comfortable" with a certain income. They start believing that last years success is THIS YEARS success. They start justifying why they don't have time to make that one extra call before heading home. They have a great month & can't figure out why the next month was really slow. Hint: they weren't disciplined to keep filling their pipeline while simultaneously closing sales.

I got news for you people, the competition is fierce.

"Customers don’t quit doing business, but they CAN quit doing business with you." 

We see it all the time, SENIORITY means less & less in the workplace.  If you truly are a quality, experienced sales rep, you know the importance of DAILY CONSISTENT EFFORT. Some of you reading this article would have difficulty making your regular household bills if the company you work for quit providing you leads/referrals.  Have you in the past been excited & asked everyone for referrals & now you’ve fallen off? Have you become soft?  Have you become comfortable?

If some of this article resonates with you & either you or members of your group have become “soft” & “comfortable” or perhaps don’t believe they or you can be replaced, BELIEVE ME YOU CAN BE REPLACED.

Peace, love & gumbo!
Marvin LeBlanc, LUTCF, CNP

For a conversation on mentoring or sales training for you or your group, reach out to us at:  www.MarvinLeBlanc.com
To set a quick virtual chat go to www.calendly.com/marvinleblancspeaker/chat-with-marvin
Subscribe to our newsletter here: https://www.marvinleblanc.com/subscribe.html

Author
Come Hell or High Water – Life Lessons from Hurricane Katrina, Facing Life’s Greatest Challenges No Matter What
From Free Speech to Paid Speaker – An Exclusive Interview with Marvin LeBlanc, LUTCF, CNP
13 Rules for Solid Business Growth -- Work Less, Sell Smarter – The Cajun Way
 
Our books, e-books, audiobooks, speaker services & training services are all waiting for you at...  https://www.MarvinLeBlanc.com

Please follow us on...
https://www.linkedin/in/marvinleblanc
https://www.facebook.com/ComeHellorHighWater
https://www.Instagram.com/marvinleblancspeaker
https://twitter.com/insurelouisiana

Visit our websites at...
https://www.MarvinLeBlanc.com 
https://www.MarvinLeBlancInsurance.com