If you are interested in learning more about how we can specifically work with you, please fill out our Discovery Questionnaire to set up a one hour consultation time with Amy.
What will the coaching structure look like?
As we discussed, we want to know in full detail the strengths, weaknesses, challenges, Sales Personalities, and areas of concern from our clients. We first start off asking you to fill out our Discovery Questionnaire. You will receive a preliminary roadmap on areas we can be helpful. If you are interested in speaking with Amy upon receiving that roadmap, you will receive a link to purchase an introductory hour of consultation with her.
What is Amy's coaching style like?
To get a good feel for the way Amy coaches and speaks, you can review her own Rocky Story video and see if her storytelling and teaching style resonates with you. The video can be found here. Upon filling out your Discovery Questionnaire, you will also receive a personalized video from Amy sharing some of her ideas directly pertaining to you.
What if I find the coaching beneficial after the initial Consultation Call with Amy?
If you find our first session beneficial, you will have the option of purchasing various coaching packages, including monthly, bi-monthly, small group webinars, or in-person seminars. All pricing details will be sent to you after the initial Consultation session.
What have been the results from the sales coaching?
The most common way to measure the effectiveness of your sales coaching experience is to start with where your main challenges are, and how you can conquer them. Success will depend on how open a student is to the coach's recommendations and advice. We also keep very accurate records of both individual as well as group performance (if working with larger teams) and compare those across the entire firm against set standards or expectations.
Another equally important factor to that will begin to change when firms start to be coaches is the cultural shift within organizations, when water cooler discussions start circling more around sales opportunities, networking, and closing.
Finally, for advisors looking to groom the next generation of leaders at their firm, sales coaching is the best method for training the skills needed to bring in new assets.
At Select Advisors, we have seen advisors achieve whatever goals they wanted, if they were willing to be open-minded, open to new ideas and suggestions, and follow our advice. We have seen advisors bring in $10mm opportunities within the first six months of working with us, increase their pipeline by $65mm within one month, or double their lead conversion rate. We have also seen advisors not grow at all, particularly if they are one foot in, one foot out, and traveling 50% of the year for leisure, as they see their practice as a lifestyle business.
Who is a good fit for coaching?
Research shows that coaching is almost worthless when it targets the wrong professionals.
Few managers can resist the lure of reliving their glory days by passing along their wisdom to the one or two professionals who remind them most of their younger selves. To combat managers’ tendency to coach just laggards and leaders, companies implement elaborate systems to allocate coaching equally across the sales force. They imagine that “all boats will rise” as a result.
According to a Harvard Business Review article, research involving thousands of sales professionals found that coaching — even world-class coaching — has a marginal impact on either the weakest or the strongest performers in the sales organization.
The conclusion? The real payoff from good coaching lies among the middle 60% — either core performers at large organizations, or smaller firms growing at an average rate compared to industry standards. For this group, the best-quality coaching can improve performance up to 19%. In fact, even moderate improvement in coaching quality — simply from below to above average — can mean a six to eight percent increase in performance across 50% of your sales force. Often as not, that makes the difference between hitting or missing goals.