Have you ever wondered - what is self-coaching?
- How self-coaching could help you?
- Felt you should self-coach but didn’t know exactly how to start?
We are going to answer all the above and more in this blog and accompanying video. We will also point out some of the challenges to self-coaching and strategies for how to deal with them. In the end we hope to show how you can learn from the great things you do and build your confidence in developing yourself even further.
First of all, let's discuss what self-coaching is and why do we do it?
Self-coaching for business or personal life is a bit like seeing yourself as a work in progress. It is a way of being able to better understand your heart and mind like being a non-judgemental observer of your inner world. The gift of self-coaching allows you to become a better performer as you develop the skill and allow yourself to grow. The practise of listening back to your recorded sales or customer calls enables you to move forward and embrace your next call with more wisdom and success.
Here are a couple of examples of inspiring individuals from the sports world who self-coach:
- British distance runner Mo Farah
- American professional golfer Tiger Woods
Five ways how self-coaching can help you:
1. Embrace self-coaching by being open to feedback and being honest with yourself. See self-coaching as a positive experience that allows you to bring down your defenses and helps you develop and grow.
2. Increased self-awareness brings more clarity on growth areas and focus on which areas you need to coach yourself on.
3. When you self-coach, you’re in charge. This is powerful as you are with yourself 100% of the time and this allows you the time and space to make positive changes.
4. Self-coaching allows time to reflect on customer calls and listen back to them (you can hear things that might have been missed during a meeting/call).
5. Those reps that are self-coaching are performing better and achieving higher results.
We decided to construct our own analysis using our Jiminny coaching platform. In our study we compared reps who are self-coaching against those who are not coaching at all. The data showed those reps that spend at least three hours each month listening back to their calls and looking at their own development have on average a 5.5% higher win-rate than those who are not.
Challenges to self-coaching and tips to deal with them:
The time factors
“I am a very busy person and don’t know how to fit this in my hectic schedule?”
We have seen that dedicating just a tiny fraction of just 2% of your time to self-coaching in the working week can make a huge impact on your performance. We found that self-coaching in the morning is when you give yourself the best chance of being objective and not allowing other daily distractions to get in your way. Mark it in your calendar and prioritize time for this like you would do for perhaps a sales or prospect call.
Facing our mess ups
“I can’t bear to listen to how I’ve messed up on the phone. It was humiliating enough living through it the first time!”
When listening back to a call in which you know you didn’t do well, start by setting yourself into “coach mode”. Don’t self-coach in the same location you do your usual sales or customer calls. It’s not helpful to remind yourself of things that went wrong. Go into a different room or place to coach. Don’t only focus on the negatives of what you did wrong on a call. Instead remind yourself the role of self-coach is a positive one and should be a confidence-building exercise. Recognise the parts of the call in which you did well. Learning from the great things you do will help to build your confidence.
Learn from our mistakes
It is important to learn from our mistakes to help us grow. Find a small and mighty thing from each call to help you grow. Pick one manageable learning to implement that will have the most impact on your performance.
“I hate listening to my own voice, it makes me feel really uncomfortable.”
Many of us are uncomfortable listening to ourselves. This is because our minds amplify what we are focused on. Instead try and focus all your attention on your customer. Dial them up and dial yourself down. Playback the call from their perspective when reviewing conversational analytics. It helps you review the call-in balance without being too obsessed about yourself and being down about what you’re doing.
Emotional about outcomes
“It's hard to remain objective when so much is at stake for hitting my monthly sales targets.”
We get this concern. In sales, we have leadership boards and an array of targets to hit so the best way to deal with this challenge is to distance yourself from the emotion of the call. Try and become the narrator of the call. When you listen back to a call, say “Mia said this…” Rather than “I said this…” This helps create distance between you, the emotion of the call and gives an objective view of you and your performance.
Three top tips to takeaway
- Spend at least 2% of your time per week to spend on your personal development.
- Be kind to yourself. Coaching is a positive experience.
- There is only one you - so rely on yourself and own your development.