The Real ABC's of Sales: Always Be Coaching - Gary Milwit

The Real ABC’s of Sales:

Always Be Coaching

• former high school football coach.• Worked under two Head Coaches who have won 15 MD State

Championships combined. Both are in the High School Football Hall of Fame.

• Former high school Athletic Director. In 1994, the youngest public school AD in the country. 1998 named MD State Athletic Director of the Year.

• 10 years teaching high school accounting and consumer finance.• Currently I am the Coach w/ the title of Senior Vice President of Sales

and Business Development of a specialty finance company 3 miles north of Washington, DC. I have 74 employees/players who are directly involved in sales.

• In May my three teams were able to close 176 deals for over $3M in revenue.

Gary Milwit

Pregame Questions

• Who here has ever been coached?

• Who has formally coached before?

• Do you believe that micromanaging is a negative and ineffective technique?

Coaching Staff:The 5 Roles of a Leader

• Manager: “This is what to do.”

• Trainer: “Look and learn what you could do.”

• Mentor: “Watch what I can do.”

• Counselor: “I can help you with issues you have doing.”

• Coach: “This is how to do.”

The Head Coach:Steps to Coaching Success

• Define the “who” – Identify the skills, techniques, and knowledge that your employee possesses already.

• Coordinate the “why” – Why are they there? What is their goal?

• Strategize the “how” – How do you maximize their potential?

Answer: PRACTICE

On the Practice Field:The Way to Win

• What is practice?

• Why is practice important?

• Each employee should have their own individual practice plan utilizing strategy and tactical moves.

• The Coach’s main focus is on his or her ability to run effective practices.

Winning the Game:Success Comes from the Inside

• With practice, a coach can unlock an employee’s full potential within, leading them to their end goal.

• The most effective coach can identify when coaching is necessary versus the other roles of a leader, and is able to compliment those roles.

• Who do you coach? Create a coaching method that flows down through your organization on all levels. Every member of the coaching staff is important.

If you learn nothing else from today

Players Win Games; their coaches lose games. Accept your role and be responsible for the

results!

Don’t forget who helped you become the professional you are today.