This will help them to more easily get back into flow. Support them through challenges and encourage them to be resilient. If they feel this is your motivation then the coaching session will be a valuable encounter to advance their opportunity and help them grow as individuals.
Be authentic-If the sales team that you are coaching believes that the one thing on your mind is to help them be successful you can be open and transparent with your coaching advice.Consider potential strategies and tactics that could be deployed as a result of studying the tools and background information prior to the coaching session. Concentrate, as this is the critical time to mentally engage and get “inside” the deal. Turn off all notifications and silence your cell phone. The 30-minute flow period-immediately before the coaching session become totally focused 30 minutes before the conversation.Know their backgrounds, potential business priorities, and personal agendas. Concentrate on all information and sales tools that have been provided to you for the coaching session to ensure that you understand the players involved. Prior to any coaching session ensure that you understand the context of the target client, their market conditions, and potential business challenges.
Just as athletes take advantage of pre-game planning, we can prepare and do the research. These basic rules will get you into the flow state for coaching: We might not all have Kobe’s or Michaels “mental game” view, but we can learn to incorporate visualization and get into the zone when it comes to leading our teams. When there is a high level of interest and motivation, flow is more likely to occur. Having confidence and visualizing the achievement of your sales goal is critical. As sales coaches, the same concept applies. In sports, champions are made from getting into flow. While sports are typically enjoyed for the most part, being in this flow state is a rare, heightened moment a peak performance experience. What makes being in the zone so remarkable is the pleasure that athletes experience while in this state. He considers all scenarios, what might go right, things that could go wrong…so that he is ready for any situation. Swimmer and the most decorated Olympian of all time Michael Phelps drew much attention at the 2016 Summer Olympics before his race as he waited with his hood on, preparing for his race with a stone-faced look, preparing mentally for his race, getting in his zone. He describes “flow” or being in the “zone” as having the feeling of “supreme confidence” and having the ability to “focus on what’s going on staying in the present, not letting anything break the rhythm.“ His mental game is fueled by his ability to visualize the outcome and focus on the solution. Basketball player Kobe Bryant is famous for this. It’s being in the zone or the groove of doing something being so absorbed and engaged, that nothing else seems to matter.Įlite athletes are familiar with this concept-as they are able to get into the zone and visualize their desired performance before stepping onto the court. In other words, it is a state of complete concentration. Mihaly Csikszentmihalyi, who coined the term flow, describes it as, “A highly focused mental state” in his book, Flow: The Psychology of Optimal Experience” (Harper & Row, 1990). Distinguishing yourself as a great sales coach, one who can help your team exceed its goals, is directly related to your ability to get into your groove, or flow, as a coach.
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