The Sales Department in a Coaching Culture

The sales team of any company is a vital part of the mix, though they are often seen by other departments as a necessary evil, or perhaps a classroom full of naughty kids who have to be tolerated.

However, what would any commercial organisation be without a sales team?

What’s the point of a great product or a fantastic service if there’s no-one to tell the world about it?

It’s not a one-way street either: in many companies the sales team feel themselves to be removed from the worlds of production, product development, admin, etc. etc.

In an organisation that has embraced a coaching culture however, you will often find that the more open nature of interpersonal communication allows conversations to develop that might otherwise never have occurred.

If someone in sales feels themselves to be different or separate from everyone in the firm except other sales staff, then human nature will dictate that he or she will rationalise this ‘separation’ as something good and honourable; a badge of honour. This justification leads to even more isolation and even more dissociation from the rest of the organisation.

Coaching – and in particular an environment in which coaching is the norm, and informal as well as formal coaching is an everyday occurrence – breaks down these artificial barriers, and allows for more freedom of expression between people and departments that may have seen themselves as ‘other’ in a less enlightened company.

So what benefits might a company expect from introducing a coaching culture to their sales team as well as to the rest of the organisation? How about integration? Idea sharing? Mutual respect and understanding between people with widely differing roles in the company?

And of course we shouldn’t ignore all the benefits that have been shown to come about from the adoption of a coaching culture in any organisation: less staff churn, more job satisfaction, greater productivity, less absenteeism…


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 Caitlin has made a real difference to my confidence and to the way I approach my business on a day to day basis.
John Baker, Regional Director, The Jockey Club
 It (coaching) unearthed a depth of confidence that I was beginning to question and enabled me to make a significant change within myself and my work.
Luke Joy-Smith, Managing Director - Somerset Social Enterprise
 I connected with my coach on our very first call and I believe that made the whole difference for me. I wish I could dig deeper on some of my remaining issues but unfortunately all good things have to end. I will definitely recommend coaching and have been already doing it for while. It definitely changed my life.
Stephanie Malka, Director NOC Service Engineering – EMEA
 Great to see that there has been a positive outcome from this.
Simon Gosney, Head of Learning and Development
 Tim has provided some high quality coaching support to me through a time of transition both in terms of job, career and organisational changes. He is a skilled and experienced executive coach who facilitated just the right mix of reflection, future visioning, challenge, compassion and stretch. I’d strongly recommend working with him if you are going through a career or organisation transition. Fun to work with, I always left my sessions with him feeling significantly clearer and more content with my overall direction of travel and next steps.
Neil Savage, Director of Organisational Development 2gether NHS Foundation Trust
 “I selected my coach on the basis that she had a completely different approach to my structured way of thinking. Katherine challenged me and took me way out of my comfort zone – scary and uncomfortable at times but eye-opening. These coaching sessions enabled me to see things from a very different perspective, gave me the time and space to reflect on my practice and provided practical tips and approaches as to how I can develop my performance.”
Zenobia Daar, Head of People, Governance & Performance
 Please continue with the programme. For a guy, like Paul, who does not use the word 'fantastic', who then uses must be really good!
Marissa Bartlett, Head of Organisational Development - Mid Sussex District Council
 Everyone learnt a lot about themselves and others. It was the first training in English that one of my mentors had done and it was really successful for him. We have all come away feeling more confident. I have been on many development programmes and I have to say it has been one of the best I have ever attended.
Radka Lankasova, HR Manager, DENSO MANUFACTURING CZECH s. r. o.
 Steve Delivered a professional, relaxed and engaging session. Relevance, interest and clarity of delivering allowed for a very productive outcome.
Andy Castle, VP of Network Operations and Engineering, EMEA
 I thoroughly enjoyed the time I spent with Steve. He encouraged me to look at how I view myself and my actions, to actively seek positive outcomes to every day situations. My perception of myself has certainly changed due to my conversations with Steve and I would highly recommend coaching sessions with Unlimited Potential.
Rik Roberts, Team Leader