Comcast Cable is one of the nation’s largest video, high-speed Internet, and phone providers to residential and business customers. In early 2012, the Comcast Seattle Region’s Business Services sales management team was ranked #2 out of 16 markets nationally for revenue generating units, but the Regional Sales Director wanted to offer objective, one-on-one coaching to further develop its Sales Managers, focus beyond driving activity, and build on new ways for managers to lead, coach, and develop their teams.
The ABR Solution
The Seattle Region asked Accelerated Business Results (ABR) to create and implement a coaching solution for its Business Services Sales Managers. For this solution, an ABR coach observed Sales Managers performing key roles and responsibilities in their natural work settings, then provided feedback and coaching based on these observations. Each manager received 4-6 hours of coaching in the field performing key skills. ABR also created a Success Planner for each Sales Manager to review with the Seattle Sales Director, then identify observable action items to discuss in one-on-one conversations for the next 30, 60, and 90 days. Longer term, the Sales Director would also conduct 360 assessments with the region’s sales teams to assess the growth of each Sales Manager’s leadership and coaching development.
ABR implemented a coaching solution for this group that helped empower Sales Managers to become stronger leaders. The solution focused on the core skills and tasks that would raise Sales Managers’ ability to develop their sales teams, and it provided them with valuable takeaways and a detailed action plan for moving forward beyond the coaching experience. ABR helped the Seattle Region elevate the quality of their leadership and enhance the ways that they lead, coach, and cultivate their teams’ sales skills.