Coach | Train | Lead
These are the Foundation Blocks of today’s Sales Managers. You have to think in todays reality. Forget the days of the past when all you needed to do was Yell & Threaten the salesperson’s job. This really wasn’t that effective then, and really isn’t effective in todays work settings.
Todays Managers are more than just managers, you have to be a Coach, a Trainer and a Leader, in order to have an effective and productive work force.
Let’s breakdown these elements and see how they relate to Managers.
Coach – Coaching is a form of development in which an experienced person, called a coach, supports a learner or client in achieving a specific personal or professional goal by providing training and guidance. b: a Sales Manager who guides his sales staff to achieve excellence in performance.
Trainer – a person who trains someone. The trainer will be responsible for evaluating our needs and current practices and creating and delivering a training development plan complete with materials, tutorials, instructions, and learning resources such as online modules and guides.
Leader – Leadership is defined as “a process by which a person influences others to accomplish an objective and directs the organization in a way that makes it more coherent and cohesive.” … One who strives to be a good leader has to be honest, inspiring, intelligent, and stand firm for what he believes, not backing down.
So what’s the difference between a Coach & a Trainer? Is there a difference? Can you be both?
Differences. The key difference between a coach and a trainer is what their priorities are: For coaches the primary focused is on a team, while a trainer mainly focuses on an individual or small group. Thus, Coaches improve an individuals ability to benefit the team, while a trainer can improve the individuals ability to perform.
So YES, you can be both, and in fact, you need to be both to be effective at your job and increase sales and gross.
In the automotive sales business it is essential to have a well Coached, well Trained sales team that has a Great Leader.