trigger, understand the trigger Ask the following questions: • What will success look like in the next 6-12 months? • What is the shift in revenue you are looking to achieve? • What other financial rations are important and how do you see these ratios changing? For example Cost to Income, ROE or ROI ?
philosophy Ask the following questions: • What sales process/ methodology will support your sales philosophy? • What are the skills needed for our salespeople in order to live our sales philosophy ? • When we do a gap analysis based on these skills where is our biggest opportunity ? • What sales training can we put into support/ enable our sales philosophy? • What is the current state/ competency of sales leaders in the business?
your organizational culture Ask the following questions: • How do people currently learn from each other in the business ? • What are the gaps that you have found in your leaders coaching ability and how could a coaching framework help here ? • Is it clear to your leaders, what must I coach, How must I coach it, Why must I coach it? • Have you linked the coaching methodology back to sales? • How will they learn this coaching methodology?
• Are you leaders clear, committed and aligned to the direction you are wanting to take? • Do they know why coaching is so important? • Do they know what their role is? • Have they got a clear communication plan for their teams?