{"id":8395,"date":"2021-05-25T10:25:38","date_gmt":"2021-05-25T10:25:38","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=8395"},"modified":"2021-09-13T08:36:23","modified_gmt":"2021-09-13T08:36:23","slug":"coaching-sales-productivity","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/","title":{"rendered":"Coaching, Motivation and Sales Productivity"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">What motivates your team to do the things they do?&nbsp; More importantly, how does this motivation play out for your team daily? Why is some of your team driven and others need a daily push? How can you get people to want to do better for themselves and their job?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The surprising truth is you don&#8217;t have to.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Your team is hardwired to want to improve.<\/span><\/p>\n<h3><b>People want to grow<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">Psychologists Edward Deci and Richard Ryan explored this concept in detail &#8211; read up on <\/span><a href=\"https:\/\/en.wikipedia.org\/wiki\/Self-determination_theory\"><span style=\"font-weight: 400;\">Self Determination Theory (SDT<\/span><\/a><span style=\"font-weight: 400;\">). SDT says that people have a natural desire to grow\/ improve. And they do grow\/ improve when certain conditions are met.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Traditional understanding of motivation centered around rewards and punishments &#8211; that people only act if they stood to gain or lose something.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">But Deci and Ryan\u2019s research showed that triggering people\u2019s internal drive was considerably more potent than relying on external motivators &#8211; like bonuses, prizes or promotions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Deci and Ryan determined that the conditions for sparking this internal drive were &#8211;&nbsp;<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Autonomy (to feel like we control our decisions)<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Competence (to feel like we&#8217;ve done a good job)<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">and Connection (to have meaningful interactions with others)<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">You can read more about Autonomy <\/span><a href=\"https:\/\/www.worxogo.com\/autonomy-employee-productivity\/\"><span style=\"font-weight: 400;\">here<\/span><\/a><span style=\"font-weight: 400;\">. This post is about Competence and how to build it.<\/span><\/p>\n<h3><b>So what does it mean for you?&nbsp;<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">So, if your team wants to improve, what&#8217;s stopping them?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Today, an employee\u2019s learning of their job begins and ends with training. But training has 3 inherent problems &#8211; it is done at point in time and not continuous, is one-size-fits-all and is generic in nature.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Very few teams move into the next phase of learning, which is on-the-job coaching.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Examples from Sports, where great teams are built, shows us how this works. Initial training involves learning the basics, the rules, the key movements, the strategic actions etc. But even an Usain Bolt or a Federrer or Neymar need a coach, even when on top of their game.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Coaching solves for the 3 things training cannot<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Continuous improvement&nbsp;<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Live Feedback<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Connect at an individual level<\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">Coaching takes the training and customizes it to an individual\u2019s current environment, performance level and natural drive. It\u2019s an on-going process that unlocks internal motivation and builds mastery.<\/span><\/p>\n<h3><b>Coach for high-performance<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">Here are three ways to support your team\u2019s natural inclination to improve &#8211;<\/span><\/p>\n<ol>\n<li><span style=\"font-weight: 400;\"> Coach behavior &#8211; Look from the outside in, understand what behaviors are driving the outcomes you want, and then coach your team to master those behaviors.<\/span><\/li>\n<li><span style=\"font-weight: 400;\"> Nudge &#8211; Move your team from good intentions to actions by setting up a system that reminds them of what they need to do when they need to do it and creates an environment that celebrates their consistency.<\/span><\/li>\n<li><span style=\"font-weight: 400;\"> Be quick to appreciate and guide &#8211; Be available to your team, to pat them on the back and guide them when they need it to complete the habit loop.<\/span><\/li>\n<\/ol>\n<h3><b><a href=\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/05\/Habit-Loop-1.png\"><img decoding=\"async\" class=\"wp-image-8405 aligncenter\" src=\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/05\/Habit-Loop-1.png\" alt=\"Habit Loop - Nudge Coach worxogo motivation\" width=\"600\" height=\"314\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/05\/Habit-Loop-1.png 1200w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/05\/Habit-Loop-1-300x157.png 300w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/05\/Habit-Loop-1-1024x536.png 1024w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/05\/Habit-Loop-1-768x402.png 768w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/a><\/b><\/h3>\n<h3><b>Mastery and Motivation<\/b><\/h3>\n<p><span style=\"font-weight: 400;\">Mastery drives engagement and motivation. People want to be good at what they do &#8211; you just have to provide them with the tools.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To find out more about how worxogo helps coach sales teams using behavior science and AI, contact us @ sales@worxogo.com.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>What motivates your team to do the things they do?&nbsp; More importantly, how does this motivation play out for your&hellip;<\/p>\n","protected":false},"author":4,"featured_media":8400,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[256,96,255,189],"class_list":["post-8395","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights","tag-improve-sales","tag-sales-coaching","tag-sales-rep-productivity","tag-team-productivity","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Coaching, Motivation and Sales Productivity - worxogo<\/title>\r\n<meta name=\"description\" content=\"Sellers are hardwired to want to improve. How you can support your sellers to improve and boost engagagement, motivation as well.\" \/>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"Coaching, Motivation and Sales Productivity - worxogo\" \/>\r\n<meta property=\"og:description\" content=\"Sellers are hardwired to want to improve. How you can support your sellers to improve and boost engagagement, motivation as well.\" \/>\r\n<meta property=\"og:url\" content=\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/\" \/>\r\n<meta property=\"og:site_name\" content=\"worxogo\" \/>\r\n<meta property=\"article:published_time\" content=\"2021-05-25T10:25:38+00:00\" \/>\r\n<meta property=\"article:modified_time\" content=\"2021-09-13T08:36:23+00:00\" \/>\r\n<meta property=\"og:image\" content=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/05\/mediensturmer-aWf7mjwwJJo-unsplash.jpg\" \/>\r\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\r\n\t<meta property=\"og:image:height\" content=\"798\" \/>\r\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\r\n<meta name=\"author\" content=\"Anant Sood\" \/>\r\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\r\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Anant Sood\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\r\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/\"},\"author\":{\"name\":\"Anant Sood\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b\"},\"headline\":\"Coaching, Motivation and Sales Productivity\",\"datePublished\":\"2021-05-25T10:25:38+00:00\",\"dateModified\":\"2021-09-13T08:36:23+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/\"},\"wordCount\":548,\"publisher\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#organization\"},\"keywords\":[\"Improve Sales\",\"Sales Coaching\",\"Sales Rep Productivity\",\"Team Productivity\"],\"articleSection\":[\"Insights\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/\",\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/\",\"name\":\"Coaching, Motivation and Sales Productivity - worxogo\",\"isPartOf\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#website\"},\"datePublished\":\"2021-05-25T10:25:38+00:00\",\"dateModified\":\"2021-09-13T08:36:23+00:00\",\"description\":\"Sellers are hardwired to want to improve. How you can support your sellers to improve and boost engagagement, motivation as well.\",\"breadcrumb\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/worxogo.xogoweb.com\/legacy\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Coaching, Motivation and Sales Productivity\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#website\",\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/\",\"name\":\"worxogo - Drive Sales Behaviors\",\"description\":\"Drive Sales Behaviors\",\"publisher\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/worxogo.xogoweb.com\/legacy\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#organization\",\"name\":\"worxogo\",\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png\",\"contentUrl\":\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png\",\"width\":194,\"height\":38,\"caption\":\"worxogo\"},\"image\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/\"},\"sameAs\":[\"https:\/\/in.linkedin.com\/company\/worxogo\",\"https:\/\/www.youtube.com\/channel\/UCFJt8BSV0O3H0uw7skaVA4g\"]},{\"@type\":\"Person\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b\",\"name\":\"Anant Sood\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g\",\"caption\":\"Anant Sood\"},\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/author\/anant-sood\/\"}]}<\/script>\r\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Coaching, Motivation and Sales Productivity - worxogo","description":"Sellers are hardwired to want to improve. How you can support your sellers to improve and boost engagagement, motivation as well.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/","og_locale":"en_US","og_type":"article","og_title":"Coaching, Motivation and Sales Productivity - worxogo","og_description":"Sellers are hardwired to want to improve. How you can support your sellers to improve and boost engagagement, motivation as well.","og_url":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/","og_site_name":"worxogo","article_published_time":"2021-05-25T10:25:38+00:00","article_modified_time":"2021-09-13T08:36:23+00:00","og_image":[{"width":1200,"height":798,"url":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/05\/mediensturmer-aWf7mjwwJJo-unsplash.jpg","type":"image\/jpeg"}],"author":"Anant Sood","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Anant Sood","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/#article","isPartOf":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/"},"author":{"name":"Anant Sood","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b"},"headline":"Coaching, Motivation and Sales Productivity","datePublished":"2021-05-25T10:25:38+00:00","dateModified":"2021-09-13T08:36:23+00:00","mainEntityOfPage":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/"},"wordCount":548,"publisher":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#organization"},"keywords":["Improve Sales","Sales Coaching","Sales Rep Productivity","Team Productivity"],"articleSection":["Insights"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/","url":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/","name":"Coaching, Motivation and Sales Productivity - worxogo","isPartOf":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#website"},"datePublished":"2021-05-25T10:25:38+00:00","dateModified":"2021-09-13T08:36:23+00:00","description":"Sellers are hardwired to want to improve. How you can support your sellers to improve and boost engagagement, motivation as well.","breadcrumb":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/coaching-sales-productivity\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/worxogo.xogoweb.com\/legacy\/"},{"@type":"ListItem","position":2,"name":"Coaching, Motivation and Sales Productivity"}]},{"@type":"WebSite","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#website","url":"https:\/\/worxogo.xogoweb.com\/legacy\/","name":"worxogo - Drive Sales Behaviors","description":"Drive Sales Behaviors","publisher":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/worxogo.xogoweb.com\/legacy\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#organization","name":"worxogo","url":"https:\/\/worxogo.xogoweb.com\/legacy\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/","url":"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png","contentUrl":"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png","width":194,"height":38,"caption":"worxogo"},"image":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/in.linkedin.com\/company\/worxogo","https:\/\/www.youtube.com\/channel\/UCFJt8BSV0O3H0uw7skaVA4g"]},{"@type":"Person","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b","name":"Anant Sood","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g","caption":"Anant Sood"},"url":"https:\/\/worxogo.xogoweb.com\/legacy\/author\/anant-sood\/"}]}},"_links":{"self":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts\/8395","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/comments?post=8395"}],"version-history":[{"count":3,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts\/8395\/revisions"}],"predecessor-version":[{"id":9575,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts\/8395\/revisions\/9575"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/media\/8400"}],"wp:attachment":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/media?parent=8395"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/categories?post=8395"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/tags?post=8395"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}