The ASLAN Other-Centered® Leader
Coaches Quiz Blog Series
Every winner has a coach, and every coach has a philosophy. The ASLAN Other-Centered® Leader Coaches Quiz matches your coaching style with some of the legendary coaches in sports. Here is a deeper look inside the philosophy of one of the best.
Pat Riley has an amazing list of achievements: he coached and managed three NBA teams to a total of eight championships during his 27-year career. He was five-time NBA Coach of the Year, and he coached the All-Star Game nine times. Plus, he was inducted into the Basketball Hall of Fame in 2008, the year of his retirement.
Riley experienced early coaching success when his Los Angeles Lakers won two championships and narrowly lost in the NBA finals during his first four years of coaching. To keep his team from becoming complacent, Riley began to compile detailed statistics that represented their lifetime performance in a single number.
To motivate his team to succeed, Riley asked his team to improve by one percent by giving their career best effort. Although the numbers were a motivator, they were also used to show the players the sum of their past performances so they could see the improvement that giving their best efforts would bring. Implementing this system of measurement and motivation led the Lakers to championships in the next two years, narrowly missing the championship in the third year.
Sales coaches have many sales statistics at their disposal. Using these numbers to employ a similar motivational system to Riley's could lead to solid sales gains as a team. For sales professionals, measurement tools can show sales leaders how they can simplify their coaching and show their sales team members where they can improve.
ASLAN Training’s Catalyst Dashboard: To do the job, you need to have the right tool.
For much of the sales world, the notion that coaching is an essential ingredient in improving sales organizations is not up for debate. But though the debate may be over, most sales leaders will tell you that while they may have time to manage, they simply just don't have the time to coach.
No wonder managers just focus on a scorecard, give the rep a few tips, and go back to their administrative duties. Or they return to what they do best-selling, playing the role of player-coach. Why not take a page from the success of coach Riley and implement a system of measurement and motivation?
ASLAN Training has a dashboard that ensures sales managers have everything that drives results directly at their fingertips - the key dials on the dashboard displaying a rep's productivity, engagement level, and competency.
Not only does this tool make it easier to keep a pulse on the critical KPIs, it simplifies and automates the coaching process by ensuring your leaders know:
• Where to invest their time to get the greatest return on their coaching investment
• How to determine the root cause of the performance problem
• What's the best way to bridge the gap
• How to track each team member's development plan
• How to quantify the impact of coaching and a rep's sales effectiveness
Like Pat Riley's players, your sales team will be motivated to improve when they can assess their performance accurately. Download more information to see how ASLAN Training's proven tools and programs can help your sales team give their career best effort.
