One of the best aspects of watching Deadliest Catch is watching how the captains deal with issues that crop up when they’re out fishing for crab on the Bering Sea. Sometimes they handle these challenges with a temper tantrum, and other times they view it as a hands-on teaching moment.
Either way, they’re providing their crews with instant feedback. And who doesn’t love instant feedback?
Here’s what I’m talking about. In the most recent episode, while the Northwestern was pulling a long string of crab pots, the greenhorn made what could have been a lethal mistake. As the crew was pulling a pot over the rail, the line slipped out of the block and, instead of getting out of the way, the greenhorn tried to grab the line.
Keep in mind, crab pots weigh about 900 pounds and this one was sinking fast toward the bottom of the sea. If the greenhorn had caught the line, he could have lost a few fingers or, at the very worst, been dragged down into the frigid water.
A few minutes later, Captain Sig Hansen called the greenhorn into the wheelhouse and calmly discussed what he did wrong and what he should do the next time it happens. Sig then sent the greenhorn back on deck to continue fishing.
If only coaching sales professionals was that easy!
Unfortunately, I don’t know too many sales leaders who have the time to follow members of their team around all day, providing instant feedback throughout the sales cycle. It may be several days or even weeks before a seller gets the coaching he or she needs, and often times that kind of feedback is too late to do much good.
One of the best technologies a sales leader can invest in is an integrated learning experience (ILE) that includes reinforcement opportunities. Even if the sales leaders can’t watch every move a seller makes, the ILE can deliver “learning bursts” in real time right when the seller needs it most.
Discover what an ILE can do for your sales team and see how it can enhance the coaching capabilities of your sales leaders. I think you’ll discover it’s almost as good as being there in person.