If I asked you to look back through your career and pick the one person that you feel has made the biggest difference to you and your career success, what name would come to mind?
In all likelihood, that person was not only a great manager but a great coach.
The reason is that intrinsically, we remember people who have helped us develop the skills and behaviours we needed to master to succeed in our job.
Now think of the manager you would rather forget.
How was the approach of the two different?
The chances are that the “things” they talked about were not that different.
The BIG difference was HOW they spoke to you about those things.
Your great coach probably talked a lot about KPIs, but did they also spend time helping you understand “why” the KPI was there and the role it played in your success?
They probably listened to you butcher another cold approach or attended a face-to-face client meeting where you kept missing the client’s buying signals. Importantly, invested the time necessary to help you be better next time.
With luck, they were also willing to deliver the hard truths you needed when you needed them.
Being a great coach does not come easily to many leaders.
Not because they want to be a bad coach, but because the relentless focus on KPIs, Pipeline, and Sales often leads their focus away from the softer side of performance management.
In today’s interview, we discuss with Anthony Parker RVP of Sales EMEA at Mindtickle the coaching plays when building high-performing sales teams.
Anthony does not claim to be the best sales coach in the world. But, is totally committed to seeing his coaching role as the core part of his job as a sales leader.
Key Areas of Discussions with Anthony Parker, RVP Sales EMEA at Mindtickle:
- Why is a coaching mindset critical to a sales leader’s success?
- Coaching mistakes, Anthony has made and how he has learned from them.
- How to balance a structured sales process and allow room for individuality.
- The power of in-the-moment coaching to support self-sustaining performance.
- How to use self-reflection as a coaching tool.
- How to increase Sales Growth in your business.
- How to coach lone wolves or top performers.
After a career working for large corporate technology companies, Anthony now specialises in helping fast-growing software companies such as Mindtickle and Qstream launch or accelerate growth in the UK, EMEA
Aside from working hard to produce the funniest MEMEs on LinkedIn, he is an active sales coach.
He not only helps his own team, but in his spare time, he is a coach for Replayz the #1 insider sales coaching platform.