Coaching for executives
Susana Lugo Ruiz is director and founder of ToEXECUTIVE. Economist member of CEMAD, Master in Business Management and Marketing ESIC, Master in Human Resources Management, Master in Health Management, Certified Coach. She is also a Psychotherapist accredited by the Spanish Federation of Psychotherapist Associations FEAP. Currently, she works as a consultant and executive coach for companies and managers with office in Madrid
Summary
In this brief article I highlight the importance of mental preparation and emotional management of the manager in the management of their teams, and especially, targeting the commercial manager. For this purpose, I will rely on aspects of high performance sports training.
Training commercial teams
Throughout my professional career developing business, I have been part of various sales teams, and I have reported to different managers.
From my own experience, complemented by my current work as an executive coach, I show how the mental preparation of the sales manager affects the performance and achievement of objectives of his team
Salesmen and saleswomen relate to customers, often outside the company. They are the ones who generate the income, because let’s remember, without customers, no company makes sense.
In short, preparing them to “compete” in the market, without clear strategy, without communication of goals, with last minute changes, putting unnecessary pressure on their team, contacting insistently before entering a visit, losing their nerves or even dealing with bad manners, means not being qualified for that place in the “competition” of the market
Let us think about how the sales executive is affected by their manager – coach, let us reflect on the impact it has on their work with clients, on their performance, on their motivation, and above all, on their self-confidence.
Tools for optimal management of sales teams
Successful practices include: working on the relationship with your sales representatives, having frequent contact, being practical, flexible, having sufficient knowledge to be able to attend to the individual needs of the team members, the quality of feedback and reinforcement, being mentally prepared
In short, to be able to compete you have to be properly trained, and in this task, the management of the manager as team coach is definitive
It is not superfluous for this purpose to have the advice and support of a suitable external executive coach to facilitate development and competition.
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