Mark Garrett Hayes: Emotional Coaching: Getting Right into the Hearts of People

Conversational Selling

About Mark Garrett Hayes: SalesCoachr's Founder, Mark Garrett Hayes, is the author of the value-packed and highly-praised book 'Sales Coaching Essentials.' Endorsed by best-selling authors like Mike Weinberg, Matt Dixon, Jeb Blount, and top sales leaders worldwide, this book will help you crack the code and show you how to enable your frontline sales managers to perform at their best as coaches. You'll discover why all sales leaders must become better coaches and learn practical ways to make this happen – so you can get the best from your most important strategic asset – your people. Check out the latest episode of our Conversational Selling podcast to learn more about Mark.

In this episode, Nancy and Mark discuss the following:

• The importance of coaching in the modern world.
• The difference between coaching and bossing people around.
• Why trust is the fundamental skill required to coach people.
• Mark's story of transition from business development representative to a coach.
• How long does it take a person to make that transition?
• Different coaching styles.
• How often should people get coached?
• Proactive and reactive coaching.

Key Takeaways:

• Coaching will help you think more about how to involve your team in thinking for themselves and coming up with solutions.
• Coaching is like connecting with someone's operating system.
• We look at coaching through the prism of the kinds of meetings or reviews that sales leaders would run.
• Also, we apply coaching as a style in how you recruit, identify, recruit on board, and keep great salespeople.
• If you are running a business, you must ask yourself, where will something like coaching pay dividends?

"Well, my area is sales coaching, but coaching is a universal skill because it leverages people's innate abilities. When we direct people, we boss people, we over-manage people, and we tend to impose our solutions upon them. In doing so, we overlook their contribution, responsibility, and accountability and shortcut their creativity. So, when I'm directing, bossing, and telling people what to do, I'm not involving them. Secondly, I'm creating huge amounts of work for myself. So, if I coach people, I get to enlist them and get them to co-create solutions, which often they will understand better than I will because they're the ones experiencing them through their eyes." – MARK.

"So, coaching also involves curiosity. To coach people, you must be curious about what they think and are experiencing, so you have to ask questions. And in doing so, that curiosity is helping people to create perhaps an understanding of something they didn't see before that. When you think of the great, I think the great movie parents, if you will, they're less autocratic and more democratic, which is not to say that we just throw all the strictures out the window and say, yeah, let's go crazy here and have no form of leadership, but rather it's a way to give people a feeling that, okay, you're my leader, but you trust me to think. And as a child, what is it like to be given that feeling that my parents trust me? Okay, they say, this is how we'd like you to behave. We don't want you to do these things, but we trust you to think, and we will involve you in decision-making what you think your boundaries are. And that's a whole different conversation." – MARK.

"I've coached in different parts of the world, understanding what coaching is and how coaching fits into sales leadership. The challenges that people face when using coaching styles and what that is. We used elements of psychology to understand what coaching means in terms of how you change gears in your mind and various psychology models, not too much psychology, but enough to be useful. And to help people tactfully and tactically apply coaching in everyday sales leadership positions. And what people said to me afterward was, this is practical. And I said that's the nicest thing you can say because I don't want people to say, oh, we love the handouts. Oh, we love the PowerPoint presentations. But people felt this connected with me. And I can now turn conversations and relationships with my salespeople around. I'm a better leader, and they're being led better." – MARK.

Connect with Mark Garrett Hayes:

• LinkedIn: https://www.linkedin.com/in/markgarretthayes/
• SalesCoachr:https://www.salescoachr.com/

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