If you've been following along, you'll know that this is the 10th step in my coaching process. You can catch up here.
If you've done it right, you'll begin to see push back fade and adoption begin in week three. Adoption is a process, but sometime during weeks 8, 10, 12 something clicks. They'll overcome many of their obstacles and self-limiting beliefs and they realize, I got it! (Ask the people that I've worked with.) The answers come more easily, naturally and painlessly and they're theirs, not yours or mine. They realize that it worked and they've made it.
When you see the click, get them to think about what's happening and share their thoughts.
Here are a few examples:
If you search rickroberge.com or therainmakermaker.com for the word "guest", you'll find many more examples. They're not all great. Some post to their own blog, company blog or their LinkedIn profile. Sometimes to mine.
Why is writing, or more importantly, publishing the glue that makes your coaching stick?
- They have the confidence
- Thinking requires deeper understanding
- Overcomes the need to be liked
- It fosters conversation and thought leadership.
Additionally, if they tell real stories about customers in their writing, prospects will identify with customers that have the same issues that they do and realize that your rep may be the solution. Every rep has several experiences every day that someone could relate to. Sharing them with the right person shows that the rep has 'relevant experience'.
It's May. How many of your reps will have an awesome summer? How many will fill their pipeline to have the best third quarter of their career? How many of your reps have opportunities in their pipeline that have gone dark, but should have closed? What can you do about 2Q18?
If you'd like to talk to me about your reps, chat me up.