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.: Success
Stories |
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| It
is rewarding to know that the coaches at My
Work Coach, make
a professional impact on our client’s lives.
Here are some success stories and quotes from the
many thank you’s we’ve received. |
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Dean
had some definite goals in mind and a definitive
timeline. He had tried in the past to accomplish
these professional goals, but each time he
made a new start, he did well for a while
and then reverted back to his old behavior.
This time he wanted to work with an expert
to, not only assist him with the early stages,
but also to check up and encourage him when
the going gets more difficult. He had a target
schedule of eight months. He had used a coach
before and allowed economics to rule his choice.
This time he was determined to succeed and
knew, from experience, that you get what you
pay for.
When we received Dean’s call we explored
his past experiences with coaches and wanted
to understand why he was not successful before
we accepted the engagement. In our practice,
both coaches and clients need to be comfortable
with each other. We both need to have the
same expectations which include hard work,
progress and an end point.
Dean was in sales and had achieved success
through practicing good consultative selling
practices, excellent customer service and
effective use of time and territory management.
Now, although he consistently met his sales
quotas, he knew he had the ability to do more.
He was enjoying repeat sales based upon past
relationships and he wasn’t as ambitious
as before. He was selling intuitively rather
than strategically. He wanted to excel: be
in the president’s circle, win trips,
take on the challenge of exceeding goals and
making more money.
We designed a rigorous three part approach
to use with Dean: Assessment, Challenge and
Support. We wanted Dean to sustain the new
practices he would develop and through experience,
we knew this was the best system to use. Through
weekly phone meetings, sometimes extending
to 90 minutes, Dean engaged in an intensive
review of his sales planning process and made
adjustments that would allow him to set more
ambitious goals while not investing more time
in selling. We challenged his sales call practices
and focused on his results. Throughout the
eight months, we supported Dean’s efforts
– cheerleading when necessary and making
him extremely uncomfortable to move him beyond
his comfort zone.
The result? We are happy to report that Dean
was an outstanding client, keeping his appointments,
working on agenda items, keeping all logs
and writing in his journal.
In 2002 Dean was elected Salesperson of the
year. We have no idea what Dean did with all
the money he made, we only received a postcard
from Tahiti, where he was invited to join
the President’s Club.
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