Sandler Coaching Insight: Comfort Kills Performance! – News Couple

Sandler Coaching Insight: Comfort Kills Performance!

Let’s face it. Many salespeople focus on comfortable behavior… and avoid behavior that causes discomfort, even though it may lead to higher performance. The truth is that all growth and a lot of high performance lies on the other side of comfort. The poet Robert Browning said that “a man’s reach must exceed his fist.” He meant, I think, what David Sandler meant: We all have to expand our beliefs and behaviors in order to succeed.

Most salespeople refuse to accept the need for change unless a catastrophic event causes them to think differently about their situation.

There is a common saying among effective sales coaches: “Salespeople only change when the pain of staying the same is greater than the pain of changing.” When it supports growth, the change is not a light switch on and off, but a rheostat that gradually moves the salesperson into a more desirable state.

Elizabeth Kubler-Ross pioneered the Five Stages of Grief model to help individuals deal with personal trauma and bereavement. These five stages—denial, anger, bargaining, depression, and acceptance—are typically applied to individuals dealing with death, death, or catastrophic loss. I have translated the Kübler-Ross model into four “transitional steps” that I use in the Sandler training process.

This transition model that I use constantly in the training process includes four phases: denial, resistance, exploration, and commitment.

The key to helping salespeople move through these four stages involves understanding exactly where the salesperson is in terms of the four stages and then helping them move through each stage to gain the momentum needed to make the necessary changes.

Most traditional training fails because the trainer expects the salesperson to begin the training session with a desire to explore behavior and engage in belief modification. This approach ignores the fact that many salespeople deny and resist the need to change (no matter what they might say to please the manager) and are satisfied with the results they are currently achieving.

In the early stages of training, the coach should help the salesperson move from the phases of denial and resistance to the exploration zone, the phase where real growth will occur. It takes patience and practice…but it’s the only reliable strategy to help salespeople decide for themselves that it’s time to move beyond their comfort zone.

Adapted from Sales Coach Manual. © 2016 Sandler Systems, Inc. all rights are save.

Read the Q4 Sandler Advisor for more ideas.

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