About this episode
Here’s an important question: Are you coachable? Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means. "Coachability" is essential for top performance in sales - and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how willingly and effectively you apply coaching to improve your performance. Coachability is an open mindset—being flexible, adaptable, the willingness to learn and consider different perspectives, and inviting criticism and critique—without getting defensive. It’s about keeping yourself from slipping into the “I already know it all” or “There’s nothing new here” trap or deciding flatly that you don’t need help because you’re just that good. Mindset and Self-Awareness True coachability begins with a belief that you can improve and a deep seated desire to grow. This belief opens the door to being more receptive to feedback and coaching. It also requires self-awareness. It's about recognizing and being honest about your strengths, weaknesses and areas where you can improve. It is the vulnerability and the courage to look in the mirror at your imperfections. Where there is self-awareness there is the opportunity for transformation—even, by the way, when you already feel that you are at the top of your game. The truth though is, most of us, at one point or another, are not coachable. We get stuck in our own heads, resist change, and bristle at feedback—especially when it challenges what we believe about ourselves. Coachability is the Hallmark of Ultra-High Performers But here’s the kicker: coachability is the hallmark of ultra-high performers. Look at any elite athlete, and you’ll find a coach nearby. Many of them have an entire team of coaches. I’m a huge golf fan. Golf, for me, is more than a sport; it’s a metaphor for sales and life. It’s hard, humbling, and mastering it is an infinite game. The best golfers in the world spend a ton of money on coaches. They’ll have a swing coach, a putting coach, and even a mental coach to keep their head in the game. Why? Because coaches can see what they cannot. When I’m working with my own golf coach it sometimes hurts to have him stand there and critique my swing - especially when I think what I’m doing is right. But when I swallow my pride, take it in, and apply it, I see results. I get better, I score lower, and I have more fun. A Great Coach Exposes Your Blind Spots Sales is no different. It’s tough, it’s competitive, and it seems impossible to ever reach “perfection.” A sales great coach exposes your blind spots. They can help you see what you’re doing right (and need to do more of) and what you’re doing wrong (and need to correct). The challenge is, so many salespeople resist the feedback. They sit in training sessions or roleplays with their arms crossed, telling themselves that they don’t need this. Veterans, in particular, get stuck in their ways, acting like they’ve got nothing left to learn. But I also see the opposite problem with rookies or young reps who can’t handle any criticism without interpreting it as a personal attack. Both groups end up shutting down, pushing their coaches away and missing an opportunity to grow. Coaches Invest in You Because They Care The fact is, coaches are investing time in you because they care about you and want to see you succeed. That doesn’t mean they won’t be tough on you, but it does mean they have your best interests at heart. Early in my career, I was blessed with a fantastic sales coach named Bob Blackwell. He pushed me hard—probably harder than anyone ever had—and at first, it rubbed me the wrong way. I’d go home, complain to my wife about how he was criticizing me. I was convinced that he was intentionally picking on me. One day I was complaining about Bob to my dad—who knew a little something about life. He said, “Maybe you should pay attention to Bob. Sounds to me like he’s been pretty successful. Perhaps he sees potential in you and wants you to win.” My dad’s advice hit me like a ton of bricks: Bob’s coaching wasn’t an insult; it was a gift. He was showing me what I couldn’t see, and once I opened my mind to that, my career and income soared. The impact of his coaching helped make me who I am today. Are You Coachable? So, back to my original question: Are you coachable? Are you open to letting someone “break down your swing”? How about letting a coach dissect your cold call approach or how you conduct discovery conversations or presentations? Or does your ego get in the way? The magic happens when you stay open. When you have the emotional discipline to hear the feedback without melting down or getting defensive. When no matter how good you think you are, you believe that you can still get even better. Coachability Attracts Coaches Coachability isn't something you either have or don't have. It's a skill that can be developed and improved over time. By consciously practicing the key components of coachability – like actively seeking feedback and being open to new ideas you can and will become more coachable. With coachability comes improved performance, increased win rates, and a higher income. When you are coachable, you will sell more. The greatest thing? When you’re coachable, you attract coaches. People love to coach someone who’s receptive, engaged, and willing to apply what they’re learning. Coaches want to see you progress. They want to see you lean in, make adjustments, and when you fail, try again. As you do that more and more, you’ll attract mentors and coaches into your life who are eager to help you succeed because they’ll see that you’re worth investing in. Seek Out Coaching If you don’t currently have a coach—or a leader who is willing to invest in you - there are still ways to get the support you need. If you feel like you need someone in your corner check out Sales Gravy coaching options at SalesGravy.com/coach Our programs are not for everyone, but it might be the perfect next step for you to check out if you’re serious about leveling up your game. But whether you work with us or not, the takeaway is this: Seek out coaching. Don’t wait for it to come to you. Embrace Discomfort Remember, a coach’s job is to push you beyond your comfort zone, to point out what you can’t see, to help you connect the dots between your potential and the reality of where you currently stand. Don’t hide in the back row of the training room with your arms folded and your mind closed. Embrace it—especially if it feels uncomfortable. That discomfort is a sign you’re being challenged and pushed to grow. That’s not always easy. You might feel exposed when someone points out your weaknesses, but that’s the only way to transform them into strengths. No matter how many deals you’ve closed or how many years you’ve been in the game, there’s always a next level—if you’re open to it. Download our FREE guide and learn the 10 things you need to know to Find The Right Coach for You