Boost Your ROI with a Sales Career Coach

Making a Sales Career Coach Work for You

sales Sales success hinges upon a winning first impression. A sales career coach can help you fine-tune your technique and churn out more business, but where do you begin? A sales coach can provide you with a significant return on investment (ROI) but only if you know what to look for. Hiring a career coach specific to sales can make a noticeable difference in your career.

The Truth About Sales and ROI

American companies spend around $20 billion a year on various kinds of sales training – mostly with uncertain results. A study conducted by the ES Research Group found that the vast majority – about 90% – of companies slumped back to pre-training levels after a 90 to 120 day increase in sales. As a result, businesses are looking for another way to improve their ROI: sales coaching.

Some companies are wary of the subjective nature of coaching in contrast to the seemingly more quantifiable results of traditional training methods. However, research conducted by a Sales Executive Council (SEC) has reassuring news for those considering sales coaching: it does appear to have calculable ROI. A recent study noted that thousands of sales representatives enjoyed sustained performance improvement, while a separate SEC found that coaching improved productivity and sales numbers by an average of 17%.

What’s interesting to note about sales coaching and ROI is that the results can vary widely depending on your coaching demographic, as well as the coach you hire. The SEC study found that A tier (top level) and D tier (bottom level) sales reps did not benefit significantly from sales coaching, while B and C (mid-level reps) found great improvement from their numbers as a result of coaching sessions. How can you apply these findings to your particular practice?

Invest Your Money Wisely

We’ve established that sales coaching can provide a significant ROI. If you’re a smaller company or strapped by budgetary constraints, seek out coaching for your mid-level performing representatives first. This is the demographic primed to benefit the most from coaching. Seek to get your D tier associates up to mid-range performance numbers before investing in sales coaching for them.

Choose Your Coach Carefully

choice The internet is a wonderful resource, but it’s also a haven for people looking to make a quick dollar. Unfortunately, almost anyone can claim to be a sales career coach, so finding a quality candidate to aid your sales force requires some scrutiny and research on your part. In general, here are some things to look for in a good sales coach:

Experience in sales. This seems like a given, but some coaches claim to be able to coach in any industry, regardless of experience. Be wary of “panacea coaches”: if the promises they make seem too good to be true, they probably are.

Experience in consulting. The coach you hire should also have prior experience in consulting with small businesses, entrepreneurs, or larger companies.

A sales coach plays an integral role in helping your company identify its goals and achieve clarity about your sales process. In order to maximize your ROI, do your research before choosing your partner.

CLICK HERE to learn more about Sales Coaching

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Career

6 Things to Look for in a Business Development Coach

Looking for a Business Development Coach? Start Here

vision-plan When you begin your search for a business coach, you’ll find options abound. Every coach promises to change your professional life, but how do you know who’s the real deal? Hiring a coach is the first step to making a positive change to your career trajectory, but there are some things you should take into consideration before choosing your partner.

Scrutinize Their Knowledge Level

There’s no regulating body for career coaching, so just about anyone can call themselves a career coach or consultant, even if they have no experience. Choose someone who has a college education and has several years of practical experience in business coaching.

Choose Someone Scalable to Your Business

Some coaches specialize in small business or entrepreneur coaching; others are skilled in managing businesses with 100 or more employees. Consider the size of your business and plan your hiring accordingly. Read any literature or website information thoroughly so you have an idea of the size of businesses your preferred coach likes to work with.

Know Your Terminology

There’s a difference between a “coach” and a “consultant.” Coaching is for people who feel stuck in their current routine and need help out of a rut; consultants help you innovate and come up with solid business practices. Ideally, you’ll want to choose an advisor who has experience doing both.

Think About What You Want

Approach your search for a career coach the same way you would a large purchase, like a home or a car. What do you want out of the relationship? Do you desire a program that is structured, strict, and time-phased? Will you need a plan that is specifically tailored to your unique needs? Set clear expectations for your coach, and seek the person who can best fulfill them.

Another important consideration is cost. Obviously, a less-tailored program will be less expensive than an individualized program, but try to think of it in terms of return on investment (ROI). Coaching is one of the best investments you can make in your career, but people often operate under the mistaken assumption that it will happen over a short period of time. As with any other investment, tangible benefits require time and patience. Be practical about what you can afford, but also be realistic about what that budget will afford.

business-success

Check Out Client Testimonials

Most coach webpages will have a section for client testimonials. Take a few moments to scrutinize them. Are they business owners or entrepreneurs like you? Do they come from similar industries? Be wary of any testimonials that are unsigned or not accredited. LinkedIn can be another good source for coaching reviews.

Set Up an Initial Consultation

Don’t make a long-term commitment or sign any contracts without meeting or having a conversation with your prospective coach first. You wouldn’t buy a car without taking it for a test drive, would you? Choose a time to talk and see if your personalities mesh. You don’t want to be in the position of making a commitment to a coach only to discover that the two of you have conflicting personalities.

Hiring a career coach is a process that takes thought and insight, just like any other investment. If you choose wisely, you’ll see a significant ROI and be content with your results.

CLICK HERE to learn about my Breakthrough Career Coaching Program.

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News

JOIN US FOR THE NEXT CULINARY CONNECTIONS

Chef James Laird

Join award-winning Chef James Laird as he showcases the finest hand-selected seasonal and regional ingredients in simple, refined presentations.

The New York Times named him “one of the best classically trained chefs in New Jersey,” and New Jersey Monthly magazine has consistently rated his restaurant among “the best of the best.” The Record describes his cuisine “as a soft and subtle love song,” and Crain’s NY Business remarked, “Serenade is among the Garden State’s most rewarding dining destinations.”

A selection of tastings to be savored and paired from an extensive, carefully assembled wine collection by Serenade’s Sommelier John Jasma.

Culinary Connections

Culinary Connections is a meetup for professionals from all walks of business who are passionate about making the right connections over great wine and food.

No special skills required: just a love of great people, great wine and great food in a beautiful four star setting at Restaurant Serenade in Chatham New Jersey.

Due to the nature of this very special event, attendance will be capped at 25 attendees.

EVENT DETAILS:

WHEN: Tuesday, January 26, 2016 • 6:30-8:30pm
WHERE: The Four Star Restaurant Serenade in Chatham, NJ
COST: $95.00 per person

SOLD OUT!!

With special thanks to our sponsors:

Karolina Dehnhard Esq.

Vince Egan

Eisner Amper

Here’s what people are saying:

“Thank you for having me last Wednesday! I really enjoyed the culinary portion of the event as well as the networking. It’s going to be hard for me to not attend to your event in Chatham, being that I live a stone’s throw away from Serenade.”
Richard Sodeke, Media Sales Associate at Felix

“What a lovely evening last night. I loved that we were standing in the kitchen watching the handsome chef with his adorable French accent, cooking delicious food that we could eat immediately. How often does one get that opportunity to see behind the scenes, other than on television where it sometimes seems scripted? The event was beautiful, the location was stunning, and the camaraderie in the room –PRICELESS!”
Eileen Berman, eileenbergman.com

“Great event last night, truly. Thank you! When I hit the road and sat in the driving rain and traffic coming from Newark, I thought about how nice it would be to go home! Boy am I glad that I made the commitment to you (and to me) to come because I would have missed a wonderful time meeting great folks.”
Lori Chapin, Attorney, Sedgwick, LLP

“Thank you for a great event! I adored your friends and clients.”
Denise Gaffney, Area Development Manager, Etcetera
Regional VP, National Association of Professional Women

The Four Star Restaurant Serenade in Chatham, NJ – Chef James Laird

EVENT DETAILS:

WHEN: Tuesday, January 26, 2016 • 6:30-8:30pm
WHERE: The Four Star Restaurant Serenade in Chatham, NJ
COST: $95.00 per person

SOLD OUT!

Career

2 Ways to Hone the Art of Taking a Break

Want to Maximize Your Efficiency? Take Breaks

In our technology-world, we’re rarely away from our jobs. We compulsively check email and are expected to respond to queries, whether or not we’re on the clock. While this seems like an efficient way of doing business, it may be doing more harm than good. In fact, exhausted or frustrated employees make for lackluster workers; rested and paced personnel provide the best results. Here’s the evidence:

Those cute pictures of puppies you keep eyeing in between tasks? They’re not a waste of company time. According to researchers at Hiroshima University, “tenderness elicited by cute images” sharpens our focus and motor skills.

There’s a growing body of evidence that suggests vacations from the office reboot your brain and prepare you to take on or embrace new challenges.

Is your boss not keen on the idea of telecommuting? A 2013 study of call workers shows that working from home actually improves company performance.

Taking breaks isn’t slothful decadence; it’s an essential part of a productive workday. We often hear the term “work/life balance” bandied about by coaches and lifestyle gurus, but how do you achieve it? Chasing this elusive dream is as simple as carving out some time for yourself – and it doesn’t have to be an elaborate sojourn to Fiji.

Harness the Power of the Work Break

An experiment released in 2014 suggests there’s an optimum time for a work break. DeskTime, a productivity app, found the most productive workers followed 52 minutes of work with a 17 minute break. The clincher? These 17 minutes should be spent away from the physical workspace. So how should you spend this free time before diving back in to productivity?

Take a walk. Whether it’s up and down the stairwell, around the block, or even just tracing the halls of your complex, get the blood into your brain with a little exercise. It’s good for your productivity – and your heart.

Gather around the water cooler. Or the Keurig, or whatever else your company has set up in the breakroom. Chatting with peers about things other than work gives your brain the time it needs to recharge and refocus.

Read a book. Cozying up to your favorite novel for a few minutes can boost your creativity.

Unplug After Work

Don’t spend your after-work hours glued to your phone. Engage in an activity that brings you joy and relaxation. For some, it’s a yoga class or a tough cycling session; for others, it’s watching a cooking demonstration or a recent blockbuster. Whatever you choose, commit to a couple of hours away from your work email and professional obligations each day.

The brain is a muscle, and just like we need to rest between bouts of exercise, we need to give our cranium a chance to reboot. Taking a pause does more than just help you feel relaxed; it makes you a better worker and helps you stay focused and productive. In today’s hectic, constantly tuned-in world, that’s all the reason you need to cut yourself some slack.

For more career tips, check out my Breakthrough Career Coaching Program.

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Career

Culinary Connections – A Delicious Success!

Greetings Friends and Fans,

Firstly, let me thank our sponsors, who help make every Culinary Connections event truly special and successful: our Presenting Sponsor Karolina Dehnhard of Budd Larner, PC, Christal McElroy and her colleague Allie Colman of EisnerAmper, LLP, Vince Egan of Benjamin Edwards and Gene Sower of Samson Media. Thank you for your continued support in connecting great people together.

And a special thanks to Leslie and Kurt Knowles and Chef Vince Raith of The Manor for entertaining us in the kitchen and spoiling our palates. I hope you take advantage of using some (or all) of the recipes which were curated especially for us during the holiday season and beyond! Have a look at The Manor’s website for more information on hours and special events at www.themanorrestaurant.com!

Thank you too, for your generous donations to The Community Food Bank of New Jersey. We have made the season brighter for many of those less fortunate than we.

Look at our list of attendees and check out pics on my Facebook page at either Susan Ascher OR The Ascher Group.

Here’s the list: Patent Attorney, Complex Litigation Attorney, Wealth Manager, Jeweler/ Gemologist, Chef, Event Planner, Real Estate Attorney, Real Estate Developer, Business Owner, CEO, Health and Wellness Coach, Pilates/Yoga Studio Owner/Fitness Instructor, Domestic Engineer, Engineer, Sales Professional, Realtor, Philanthropist, Banker, Beauty Consultant, Fashion Consultant, Professional Organizer, Accountant, and Executive Coach/ Business Strategist…and so many more!!! The best part of the whole thing, we did what we do best: eat, drink, connect, and HAVE FUN DOING IT!

SAVE THE DATE!

Our next event is Tuesday, January 26th at the award-winning four star Restaurant Serenade in Chatham. Stay tuned for details in my upcoming email blasts!

Also, if there is someone you would like me to add to my list and include in my communications, please send me their email address and I will invite them.

Thanks again for being my friends and fans! And in the spirit of the season, I wish you a Merry Christmas, Happy Chanukah, Happy New Year, and whatever you celebrate during this wonderful time of year!

Love,
Susan

Public Speaking

Avoid Communication Breakdowns With These 4 Tips

4 Communication Skills All Employees Need

public-speaking The idea of public speaking fills even the most experienced of professionals with dread. There’s something about the idea of addressing a group, no matter how small, which is fundamentally frightening. Upon further reflection, it’s not so hard to see why. When you address a group or even just a colleague, you’re laying your expertise on the line and exposing it to criticism from superiors and peers alike. So how do you keep the communication channels open and productive without losing your cool? Follow these tips to avoid communication breakdown.

Listen

The key to effective communication isn’t simply articulating what you mean when you mean it. True communication is an exchange, not just of information, but of emotion and intent. Instead of anticipating what you think a person means, wait for him or her to finish. Think a moment before composing a response.

If you don’t understand the exchange, then don’t be afraid to say so. A useful way to phrase this might be “So what I think you’re saying is,” or “What I am hearing is,” before summarizing your extent of understanding and asking follow-up questions. This makes the speaker feel valued, and it saves you the frustration of a misunderstanding later.

Pay Attention to Body Language

Sometimes, it’s up to you to play detective and figure out the non-verbal cues your colleague is sending out. For example, if a fellow employee says he or she understands a concept you just explained, but has pursed lips or isn’t making direct eye contact, he or she may just be too afraid to ask you to elaborate. When you’re the one speaking, there are simple things you can do to exude an air of confidence and friendliness:

Keep your shoulders back, make direct eye contact, and smile. Even if you’re nervous, you’ll seem competent and in control.
Avoid defensive poses, like arm-crossing. This effectively puts a barrier between yourself and the person you’re speaking with.

Consider Your Tone

talking Social media and the internet have helped us make great strides in many areas, including communication – at least, in theory. When engaging in internet dialogue, pay attention to grammar and make sure nothing you say can be misconstrued. Humor is often misread as passive-aggression online, so if you’re trying to diffuse a stressful situation with a joke, it might be best to do it in person.

In personal exchanges, it’s also important to remain crisp and professional, even if you’re just speaking with a colleague. Don’t be too casual, and save the swearing for when you’re off the clock. On the other hand, asking colleagues about something personal, like their children, can be a courteous way to open a professional dialogue.

Recognize Stress

If an exchange with a colleague, boss, or group isn’t going as well as you anticipated, pause and gather your thoughts before you go on the defensive (or offensive). Take a couple of deep breaths in through your nose and out through your mouth as you compose yourself. See if there’s a compromise available in light of a conflict, or simply agree to disagree. If you feel anger bubbling to the surface, excuse yourself and take a walk. Don’t engage in the heat of the moment and do untold damage.

Following these tips takes practice, and it’s a constant exercise in self-improvement. However, if you’re willing to work at it, you may find addressing groups at the office doesn’t fill you with the same anxiety it used to.

CLICK HERE to learn more about LEADERSHIP SKILLS.

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News

Culinary Connections Invites You to Kick Off Your Holiday Season in Style at The Manor In West Orange, NJ, December 2, 2015, 6pm – 9pm

Chef Vince Raith

Come to The Manor, New Jersey’s only AAA Four Diamond Restaurant, where we’ll start by joining Chef Vince Raith over a glass of wine in his kitchen, as he prepares eight festive holiday hors d’ouevres, from the simple to the sublime!

Susan Ascher, Event Organizer

Next, we’ll convene in The Garden Room with a view of the stars to enjoy the fruits of his labor and connect with like-minded professionals. Your “souvenir” from Chef Vince is your own personal recipe folder for your holiday entertaining.

Culinary Connections is a meetup for professionals from all walks of business who are passionate about making the right connections over great wine and food. No special skills required: just a love of great people, great wine and great food in a beautiful four star setting at The Manor in West Orange.

WHEN: December 2, 2015
WHERE: The Manor in West Orange NJ
COST: $89.00

With special thanks to our sponsors:

Karolina Dehnhard Esq.

Vince Egan

Here’s what people are saying:

“New friends, fun and food too! Loved the first event and can’t wait for the next!”
Donna Fillweber, Senior Director, Nerium International

“In addition to a great time surrounded by great minds – the value of Susan’s events are that you do truly walk away with lasting connections.”
Robin Wilkins, CEO, Boots Up!

“Culinary connections is a great way to mix, mingle and network while enjoying delicious delicacies!”
Jacqueline Savarese, Realty Executives

“Great company, Great food, great atmosphere, amazing conversations … what more could one ask for?!”
Caroline Gosselin

“I would say – in addition to a great time surrounded by great minds – the value of Susan’s events are that you do truly walk away with lasting connections.”
Robin Wilkins, CEO of Boots Up

“Memories are strongest when shared over a meal. What an AWESOME way to network!”
Ince Eagan Assistant Branch Manager, Benjamin F. Edwards

The Manor in West Orange NJ

In the spirit of the season, we will be collecting food for The Community Food Bank of New Jersey. Please bring your non-perishable items for those who wouldn’t be able to celebrate the holiday without your generosity.

WHEN: December 2, 2015
WHERE: The Manor in West Orange NJ
COST: $89.00

News

First Culinary Connections Event of the Season a Success!

Thank you for making our first Culinary Connections event of the season a success!

Culinary Connections

Good morning Friends and Fans:

Firstly, let me thank our sponsors, who help make every Culinary Connections event truly special and successful: our Presenting Sponsor Karolina Dehnhard of Budd Larner, PC, Christal McElroy and her colleagues Allie Colman and Anthony DiGiacinto of EisnerAmper, LLP, Vince Egan of Benjamin Edwards and Gene Sower of Samson Media. Thank you for your continued support in connecting great people together.

And a special thanks to Michael Desiderio of Desi’s for a fabulous meal and outstanding service! Check out Desi’s website for more information on hours and special events at www.desisnj.com!

Look at our list of attendees and check out pics on my Facebook page at either Susan Ascher OR The Ascher Group. Here’s the list: Family Law and Matrimonial Attorney, CEO, Wealth Manager, Event Planner, Aviation Attorney, Litigation Attorney, Realtor, Philanthropist, Banker, Beauty Consultant, Pilot, Accountant, and Executive Coach/ Business Strategist!

The best part of the whole thing, we did what we do best: eat, drink, connect, and HAVE FUN DOING IT!

SAVE THE DATE

Our next event is Wednesday, December 2nd at the beautiful and newly renovated Manor in West Orange. Even better, we will kick off holiday festivities with Chef Vincent Raith preparing dishes while we learn, taste, and connect, all at the same time. Stay tuned for details in my upcoming email blasts!

Also, if there is someone you would like me to add to my list and include in my communications, please send me their email address and I will invite them!

Thanks again for being my friends and fans!

Love,

Susan

Career

Get Out of a Career Rut With Career Coaching

3 Things You’ll Learn With a Career Coach

coaching-women Finding a new career is daunting, especially in the current economic climate. For every job posting, there are dozens (sometimes hundreds) of applicants. How do you make your resume stand out? If you’ve been on a job hunt for a while with nothing to show for it, career coaching might be the best option for you.

What Should I Look for in Coach?

If you’ve decided to take the plunge and hire a career coach, the first thing you should look for is a clear online presence. Is his or her website clean, professional, and polished? Are there links to LinkedIn or Twitter? Are client testimonials available? If the answers are no, widen your search. If you expect a career coach to help you connect with potential employers, he or she should be engaged in the craft.

To determine if your career coach is really an expert, look for work outside of career coaching. Is he or she published? Does the individual give conferences or offer speaking engagements? This should help you narrow down the field of prospects and watch for any red flags.

What Can I Expect From Career Coaching?

Once you’ve selected a career coach, the actual work begins. Career coaches vary in their approach, but you should be able to determine whether your personal goals align with the goals of the program you’ve chosen. In general, you can expect these kinds of services from an experienced coach:

A review of your resume and how to make it stand out.
How to create a unique personal brand.
Networking tips.
Advice for nailing the interview.
Improving your social media presence.
Making your “elevator speech.”

What Kind of Coaching is Right for Me?

The kind of coaching you’re searching for depends on your unique needs. If you’re looking to stay away from corporate life and start your own business, you may benefit from Solopreneur coaching. This type focuses on building your brand, networking, and improving your social media presence to effectively start a career on your own terms as an entrepreneur.

On the other hand, if you find your career in a rut and your field is in sales, sales coaching might be the best option for you. Perfect for realtors, bankers, lawyers, accountants, and comparable professionals, sales coaching will teach you how to bolster your capital and pad your bottom line.

No matter what kind of coaching you choose, a qualified counselor will help you do the following things:

Improve your self-awareness and help you determine which direction you’d like your career to go.
Help you achieve clarity in your job search goals, so you aren’t applying to jobs that will be a time sink.
Increase your career management skills, whether that’s public speaking and networking, or developing a successful sales strategy.

Are you still on the fence about whether to hire a career coach? Consider it this way: professional athletes often hire trainers and personal coaches on their way to making it to the most elite level of competition. If you think of a career coach as a guide to the highest possible level of your field, you may be willing to take the leap.

CLICK HERE to learn more about Career Coaching.

Additional Resources:

Should You Hire a Career Coach?
Why Should Job-Seekers Use a Career Coach?

Leadership

Go From Good Leadership to Great Leadership

Why Leadership Coaching May Be for You

leadership-magnify If you’re in a leadership position, you’ve undoubtedly worked hard to get where you are. But how do you know you’re an effective leader? Sometimes when you’re on top, it can be hard to get honest feedback. Take a look at what distinguishes a “good” leader from a “great” one.

Delegate, Delegate, Delegate

Chances are you landed a leadership role by working above and beyond your job description and taking on more than your fair share. It’s an honorable quality, but in leadership, it’s equally important to have the ability to delegate. Trusting your team boosts its collective efficacy, and it ensures the work being done is high quality. Capitalize your efforts by figuring out what each team member does best, and delegate tasks accordingly. John Donne once said no man is an island, and no business should be, either.

Communicate Effectively

You may have vision, but if you can’t communicate properly, your team and bottom line are going to fall flat. Communicating your goals with your team is an important aspect of great leadership, but so is communicating with the public. This means honing your netiquette, public speaking skills, and speech writing skills. By mastering these communication techniques, you get the public and your team as excited about your vision as you are.

Be Positive and Creative

It’s a painful reality in business that not everything goes according to plan. Despite our best efforts, products flat-line and goals fall short of the mark. What differentiates a leader from a great leader is how you take hardship. Do you throw up your hands in despair, or stay the course for disaster? Exceptional leaders know how to deviate from an ill-fated course and think outside the box for real solutions. They also know how to motivate employees through times of hardship, even if it’s just bringing in donuts or lending an ear. Self-efficacious employees are productive employees – and are more likely to put in extra work when hard times arise.

Radiate Confidence and Inspiration

Wonderful leaders are confident in their ability to effectively lead. Your team takes its cues from you, so if you’re feeling insecure about a course of action, it’ll pick up on it. You set the example for employee morale, so be forward-thinking and as upbeat as possible.

Treat every team member as an equal part of the company. Make each person feel like a valued part of the business, not just a lackey for it. Being forward-thinking is an important part of inspiring your workers, but you should also know when to commend their efforts. By leading by example and praising often, you’ll inspire a more productive workforce.

Display Honesty and Integrity

Being honest and practicing good business ethics should be a no-brainer, but it’s also the backbone of an effective company. If you’re running a small business or start-up, decide as a team what core values are most important to you, and display these in a prominent place. This helps the team feel involved in the business, and it guides your business in an ethical way. Having set core values can also guide conflict resolution practices in a positive way. If your employees know what’s expected from them (and you act in a similar way), you’re more likely to have a workplace with minimal conflict.

Learn more about Leadership Coaching. Click Here.

For The Latest Networking & Empowerment Events CLICK HERE

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