You don’t know everything.
You do know that, don’t you?
Continual learning is a basic necessity to professional improvement and in many cases it’s other people who will help you get there.
But only if you’re coachable. Are you?
To be coachable means to be…
- Approachable
- Attentive
- Receptive
- Curious
- Objective
- Trusting
- Shapeable
- Confident
It means you must listen with the intent to learn rather than to show what you know (exactly the type of listening required in the sales process).
To be coachable means to lack arrogance and defensiveness… to minimize pride and ego. Completely teachable. Completely trainable. Completely malleable.
(Is there anything more frustrating than the know-it-all in the room?)
To be completely perfect, to need no more training or coaching, is to stagnate or die – and in many cases, to be dismissed. To know everything is to be un… believable.
The best professionals at all levels (and in most fields) require coaching to improve and they know it.
Are you one of them? Check yourself with the 8 points below.
sales managers: How much development attention are you giving to your team? 20% of your week would be a full day of nothing but development time… 40% would be two full days, beginning to end.
salespeople: Don’t have a “coaching” manager? Consider finding a development partner. Here are some ideas on getting started.
____________________
A quick 8-point check on your coachability…
Which of these are true and to what extent?
- I usually allow my manager and others to complete their sentences before responding. (If you don’t, it’s not a good sign.)
- When I’m given feedback/ criticism, I usually think about it before responding, waiting just a bit. (If you don’t, you’re likely not giving it real consideration.)
- When I’m given feedback/ criticism, I rarely find myself defending a position or action immediately. (If this is true, you’re probably trying to really learn how you can improve.)
- When I’m given feedback/ criticism, I ask questions about it in order to try to better understand it. (A good sign.)
- I feel my work’s purpose is to serve my external customers. (“You’re gonna have to serve somebody.”– Bob Dylan)
- I feel my work’s purpose is to serve my internal customers (managers, colleagues, other departments).
- I’ve changed/ revised my position/ approach because of the advice of another individual. (If not, how coachable do you really think you are? No one is always right.)
- My manager invests time in my professional development (If s/he doesn’t, it might be because of a perception that you’re uncoachable).
There’s no rating scale here. These questions are simply meant to raise awareness (when answered as objectively and truthfully).
____________________
A quick habit to improve your coachability…
After you’re given feedback/ criticism, before responding, ask a question…
- How do you mean?
- Can you tell me more about that?
- Can we talk that through so I understand it better?
Now go be coachable (and sell something).~>
Connect with Sam (guy behind this stuff)…
Dave says:
One thing that seems to be missing from the “coachable” descriptors is being “goal-oriented”. Those who are the most coachable always have a goal in sight and are:
* Approachable, Attentive, Receptive, Curious, Objective, Trusting, Shapeable and Confident in the hopes that those whose opinions they search out will accelerate the process of attaining their goals.
2 May 2011
emily says:
Great insight, I see where I need improvement.
Thank you.
9 February 2011
Are You Coachable? « THE PRUNK REPORT says:
[...] Re-posted from Just Sell [...]
13 November 2010
Fola Olutade says:
I perused the ’8 point check on coachability.’ Really, the points given made me to examine and access my personality and the marketability of my skills and products over and over. If one could adhere strictly to these ’8-point check’ there would be sales / professional breakthroughs.
I may very likely become a subscriber of’ ‘Just Sell’ in the future.
29 October 2009
WADDAH says:
The more we learn, the more we discover how ignorant we are.Being coachable means being able to think outside the box. Just Sell always brings actionable and fresh perspectives to selling arena
25 August 2009
Sam Parker says:
Thanks, Ray.
Dave… Agreed. You should be an expert on your product and industry. The idea behind this post is that we need to remain coachable to our managers/ mentors/ coaches in order to grow.
21 August 2009
Ray T says:
I also am a subscriber of Just Sell and have been for many years and enjoy the site. I have never responded to comments before, and feel I have to respond to the people who tell Just Sell not to send a sales offer.
The reality of business is that Just Sell in fact, everyone needs to sell and get paid at some point or the site will end – no free lunch, ever.
It seems like a small sacrifice for the value and benefit this site brings is to allow sales communication. —- Now I feel better
20 August 2009
Dave Smith says:
You make some very interesting and valid points and suggestions. In my business (mortgages) I am expected to be an “expert”. People pay me for my knowledge, experience, and advice. I realize and admit that I “don’t know everything”. It seems to me that if I strictly follow your advice that I will be seen as being less of an expert and therefore less trusted and that it could cause me to lose clients. Buying or refinancing a house is one of the most important transactions that a person does in their lifetime. We all know about the “bad apples” in the mortgage business. I have worked very hard for many years to build a positive reputation by providing good and honest advice. Where do you suggest “drawing the line” between being “coachable” versus being a trusted advisor and expert.
20 August 2009
LuLou says:
What are you talking about?(Do you mean?) “”"about being with the hope that I will not be deluged with “sales opportunities”. What I admire about this site is the infromation that is shared and actionable and I don’t feel assaulted with sales messages.”"”"
5 August 2009
elinor biggs says:
I think under the quick habit you might mean What do you mean? vs How do you mean? or is it “How do you mean it?”
I found this short section on coaching and coachable very interesting and helpful. I find much of your information that way.
I am submitting these comments with the hope that I will not be deluged with “sales opportunities”. What I admire about this site is the infromation that is shared and actionable and I don’t feel assaulted with sales messages.
5 August 2009