Sales Coaching

JP Aclan

COACHING

What is it all about?

• 15 Regional Sales Managers• 18 Distributor

Managers• 18 Key Account

Managers• 2 National Sales

Managers• 360 – 53 = WINNING

WINNING . . .

How do you do it?

#1

An Overriding Purpose:

WINNING…

Thru People.

TeachableHungry

TenaciousPlayers

Poodle Bulldog

Same breed, but different characteristics . . .

BUILD YOUR PLAYERS, DEVELOP YOUR TEAM.

“The World’s biggest problems were solved

when they were still small”- The Tao

#2

Can’t share what you don’t have

SkillsMindsets / Mental Models

“Experience/

Wisdom”

“Cycle Times”

STRENGTHEN YOURSELF THROUGH EXPERIENCE

Respect, Trust &

Confidence

Ingredients:

WINNING

TEACHABLE

TENACIOUS PLAYERS

EXPERIENCE

#3

Perfect practice makes perfect.

Perfect Practice – Mindsets,

FundamentalsDetails, Experiences

#4

Repetition… Repetition…Repetition…

Repetition…………Repetition………..Ad

Nauseaum

KNOWLEDGE MASTERY2nd NATURE / SPONTATNEO

US

CONTINUOUSLY DEVELOP YOURSELF

#5

Not just quality time but quantity

time

- The Buddha

THOUGHTS

WORDS

ACTIONS

HABITS

CHARACTER

DESTINY

COOKING:

“Routine Excellence”

2nd Nature

PERFECT PRACTICE

REPETITION

QUALITY &

QUANTITY TIME

INNOVATE

RESPONSIVENESS

RELIABLE/ROUTINE

EXCELLENCE

INVEST SIGNIFICANT AMOUNT OF WORK TIME

#6Reinterpreting the

Context

“For as long as we know the why’s, we can do with any of

the how’s.”

Events

Build the business,Build the character.

DEVELOP YOUR STRATEGIC INSIGHTS

#7

KISSKeep It Simple & Sweet

KISS

“The chain is only as strong as its

weakest link.”

Economics of Attention & Focus

Simple/Understood - “Mother-in-law principle”

Remembered/Executed - “Little Son Principle”

Mother-in-law Principle – If my mother in law can understand it, anyone can understand it.

Little Son Principle – If my little boy can execute it, anybody can execute it.

THE BEST LEADERS ARE THE GREATEST SIMPLIFIERS

#8 Different StrokesFor

Different FolksFor

Different Tasks

HI TALENT

Hi Expectation

sBig Projects Less Time

AVERAGE TALENT

Ave Expectation

sAve Projects Ave Time

BELOW AVERAGE TALENT

Lower Expectation

s

Lower Projects Lower Time

Accentuate the strengths

Task at hand

NO TWO INDIVIDUALS ARE ALIKE

#9

A Brew of SubstanceAnd

- FORM -

• Build the Biz

• Build the Character

• Drama

• Life Changing Events

Seasoning:

Mental Models

FORMSUBSTANCE

SPONTANEITY IS THE NAME OF THE GAME

Thank You