coaching culture

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Kelly Riggs the author of the book Counter Mentor Leadership and is a speaker and business performance coach for executives and companies throughout the United States. He is known for his leadership, sales development, and strategic planning expertise.

Kelly Riggs joins the Selling from the Heart podcast to discuss the need for authenticity and relationship-building in sales. He emphasizes the importance of character in sales professionals and the need to focus on the customer's best interests. Kelly also challenges the traditional approach to sales training, suggesting that it often results in inauthenticity and product-focused selling. He advocates for a shift towards a coaching culture and ongoing sales development to create lasting change and improve sales results.

KEY TAKEAWAYS

Authenticity and character are crucial in sales, and sales professionals should prioritize the customer's best interests.

Traditional sales training often focuses too much on product knowledge and can lead to inauthentic and pushy sales tactics.

Building relationships and trust with customers should be a priority, and salespeople should focus on understanding the customer's needs and providing value.

Sales leaders should create a coaching culture and provide ongoing development for their sales teams to improve skills and behaviors.

Effective sales coaching involves ongoing support, reinforcement, and accountability to ensure that new skills are implemented and behaviors are changed.

HIGHLIGHT QUOTES

"The line between a sales professional and a capable con artist is character." - Kelly Riggs

"Sales training, as it is currently practiced, simply doesn't produce the results we're looking for." - Kelly Riggs

"We turn salespeople into product pushers, and it's why customers don't like salespeople." - Kelly Riggs

"You don't build relationships in business the way you do in the real world." - Kelly Riggs

"Closing is overrated. It's about building trust and relationships." - Kelly Riggs

Learn more about Kelly: 

LinkedIn: https://www.linkedin.com/in/kriggs/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

Website: https://www.sellingfromtheheart.net/

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Work-life balance.. Maybe you've heard people talk about it??

Some say that proper balance is the key to happiness. Others will tell you that it's impossible achieve a balance. So which is it?

This week we talk about work, family, self. We hope this conversation provides some insights and helps you as you think about how these aspects impact your life and your leadership. 

In this episode you'll discover:

• The importance of being aware of the impact of work, family, self in your life. 
• The work, family, self balance will not be the same for everyone. It will be unique from person to person, and life stage to life stage. 
• Why it's so easy to overlook "self".

Building a Coaching Culture is produced, edited, and published by Make More Media

It is presented by Two Roads Leadership

As Liam Neeson would say, you "have a certain set of skills" to do your job, right?

Those skills likely fall into one of three categories

- Technical

- Cognitive

- Emotional

Do you need skills in all three areas

How do these different skills work together?

Today we're talking about TCE, your technical, cognitive, and emotional alignment, and how these different areas interact and impact your leadership. 

In this episode you'll discover:

• What technical, cognitive, and emotional alignment is.
• What time of work makes up each category.
• The skills you'll need to develop if you want to be a high level leader.

Building a Coaching Culture is produced, edited, and published by Make More Media

It is presented by Two Roads Leadership

For full show notes head to: https://buildingacoachingculturepodcast.com/episode/25

What's your "why"? Who are you serving? And what are you delivering?

This episode is a little more personal as J.R. explores these questions for himself .  It's important to know your "why", find your niche, and understand your demographic, and different stages in life may require re-assessment of these areas over time. Listen in to see how these areas apply to personal and professional life.

In this episode you'll discover:

• Why you need to "start with why"
• How your "why"can change over time
• The danger in chasing everything
• The importance of finding your niche

Building a Coaching Culture is produced, edited, and published by Make More Media

It is presented by Two Roads Leadership

For full show notes head to: https://buildingacoachingculturepodcast.com/episode/15

Learn about:

• The coaching culture and ecosystem
• Measures of trust
• Leaders v/s coaches and how a leader can wear  the coaches hat.
• Introducing the coaching approach to an organisation
• how coaching helps create team spirit

Link for the elective - https://coacharya.com/event/organizational-coaching-elective-february-2022/

This episode was recorded on 1 November 2021, as part of the Coaching Colloquim series

You can see the recording on our YouTube channel.  

If you like this episode, please subscribe to our podcast and connect with us on the links below.  

Thank you for your support!

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Sometimes executive coaching falls short of the expected outcomes. My guest Lance Hazzard, Ph.D., has developed a system to ensure all the right stakeholders are involved so the coaching engagement is a resounding success. Lance created this process based three unique experiences: (1) as a senior HR executive who received coaching, (2) as an internally certified coach working with other leaders inside the company, and (3) as an external coach working with clients. Lance is President of Oppna Executive and Achievement Coaching, co-author of Accelerating Leadership. 

You’ll discover: 

·      The 2 key people to involve in a leader’s coaching experience (besides the leader and the coach)

·      How to structure an alignment meeting to ensure everyone understands and commits to their respective roles

·      What you can do to ensure all the stakeholders stay engaged with the coaching process

·      Why these elements contribute to the establishment of a coaching culture within the organization

·      How to use assessments to determine the areas of focus for a specific leader and to measure improvements

LinkedIn https://www.linkedin.com/in/lancehazzard/
Facebook https://www.facebook.com/lance.hazzard.3
Accelerating Leadership book - https://www.acceleratingleadershipbook.com/
Oppna Executive & Achievement Coaching Website https://www.oppnacoaching.com

Visit http://GrowStrongLeaders.com to learn more about our assessment and development tools, and grab your free guide, “The 5 Secrets to Getting Better at Anything.”

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