Tag Archives: Coaching

The 2nd Half

With Memorial Day behind us, the unofficial beginning of summer is here. In just 30 days (July), the 2nd half of your year begins. Are you ready? Is your team ready? Do you need to make any adjustments?

We have seen many different ways to set individual and team goals. Some do it at the beginning of the year and stick to them. Some do them every six months. Some readjust along the way. Any of these are fine and all are FAR better than not having goals at all.  Without a plan and discipline, it’s pretty tough to get to where you want to be.

Here is something to think about, and again, we have seen it done both ways. Are your reps setting their own goals or is management setting them? We highly recommend the reps set their own goals. It goes along with Henry Ford’s way of thinking, “Whether you think you can or think you can’t, you’re right.”  Of course, like anyone, they may need some coaching and guidance. Goals too high and unrealistic are better than goals set too low, but both are dangerous and can have negative effects.

So, as we approach the 2nd half of the year, I will use the analogy of a coach at halftime.  It doesn’t really matter whether you are winning or losing at this point, either way, it’s time to make adjustments.  If you’re winning, don’t rest on your laurels.  Now is the time to dominate!  If you’re tied or losing, pump them up, readjust, give them a game plan with the tools to go out and succeed. If you believe in them, they will believe in you!

Now, go out there and have FUN, and have a GREAT 2nd half!

If your goals are to grow in 2018 and beyond, we can help. Click here to request an online overview of how we can help train and brand your stations and your account executives as professional marketing consultants.

Becoming a Great Coach

Major League Baseball’s Washington Nationals, managed by ‘Mat the Bat’ Williams, will finish well behind the New York Mets, and miss the post season altogether.
          Mat the Bat had nearly 1,000 major league home runs during his career, but will now probably lose his first management job in baseball. Apparently, being a good player doesn’t necessarily prepare one to be a good manager.
          The same is true in sales. The salesperson who consistently ‘knocks the ball out of the park’, might not be a great sales manager. The skill sets for management are decidedly different from the skill sets for sales people.
          Having been a great sales person certainly makes it easier to capture the respect of your sales team, easier for you to help close sales with your team, and to recognize a great sales person when you see one.
          But managing, coaching, and motivating your team are skill sets you must learn and practice in addition to being a great seller.
          There are lots of great books and courses on management, leadership and coaching, and you owe it to yourself, your company, and your team, to learn the required skills as you transition from a great sales person to a world-class manager.
          Our ENS Media consulting program also includes a great two-step managing and coaching model to help you be a better leader.
Click here to contact Wayne to find out about our 2 Step Managing and Coaching Program

 

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