Sep 7, 2023
Join us as we chat with Mark Ackers, co-founder and head of sales at MySalesCoach, and best-selling author of Problem Prospecting.
He shares his transformational journey from studying marketing to finding his passion in sales, and how his mentor pushed him to be a student of sales.
He discusses the need to be knowledgeable, understanding customer needs, and practicing active listening.
Mark reveals how the onset of COVID presented an opportunity to help others with coaching and sales.
We take a look into the crucial differences between training and coaching.
We discuss the importance of accountability, openness, and vulnerability in coaching, and how it helps identify weaknesses, set goals, and devise a plan to achieve those goals.
We also delve into how training involves absorbing information from various sources to inspire, motivate, and provide fresh ideas.
We learn how both training and coaching play essential roles in helping individuals reach their goals.
Mark explains the significance of coaching in sales, distinguishing between a coach and a trainer, and discussing why having an accountability system is critical.
He explains how a great coach enables people to think independently and come to their own conclusions.
He talks about different aspects of coaching, such as mindset, tactics, and personal growth, and how to adapt the conversation to suit the individual's needs.
Whether you're an experienced salesperson or a newbie in the field, this episode is a must-listen for anyone looking to gain valuable insights into sales coaching and its benefits.
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(0:00:00) - Coaching in Sales (11 Minutes)
Mark Ackers, co-founder and head of sales at MySalesCoach, and best-selling author of Problem Prospecting, joins me to discuss how sales professionals can develop a modern approach to winning business, the application of virtual selling techniques, how to create meaningful business relationships and more. Mark shares his own journey from studying marketing to eventually finding his passion in sales - and how his mentor challenged him to become a student of sales. We learn that sales is not just about having conversations, but involves being knowledgeable, understanding the customer and their needs, and practicing active listening. Mark also shares how the start of COVID presented an opportunity to help others with coaching and sales.
(0:10:37) - The Difference Between Training and Coaching (8 Minutes)
We explore the differences between training and coaching, and why accountability is key in the process. We understand what coaching is about and how it differs from training. Coach Ray explains that to be coached, one must be open and vulnerable, and coaches help to create a safe space for this. Coaches assist with identifying weaknesses, setting goals, and creating a plan to reach those goals. They also help to call out self-limiting beliefs and excuses that may prevent success. Training is about taking in information from a variety of sources and using it to inspire, motivate and provide new ideas. Ultimately, training and coaching both play important roles in helping people reach their goals.
(0:18:08) - The Importance of Coaching in Sales (8 Minutes)
We explore the difference between a coach and a trainer, and why it is important to have an accountability system in place when it comes to coaching. A great coach will give people space to think and come to their own conclusions and why it is important that the coach doesn't give too much away in order to help the coachee come to their own solutions. We also examine different areas of coaching, such as mindset, tactics, and personal growth, and how to tailor the conversation to the individual's needs.
(0:25:50) - The Importance of Sales Coaching (9 Minutes)
Coaching can help with a range of areas, from personal growth to sales. Having a coach can help you reach your goals faster. Some may have a negative view of sales, but it is important to learn the skill. Coaches can help those in the sales industry learn different aspects of the job, such as cold calling, emailing, researching, building personal brands and more.
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