Coaching is a great tool for growth, whether you're looking to spark creativity, level up your sales, or improve your professional skills. In this mini-episode of Adventures in Business, Amani Roberts and Mandi Graziano share their approaches to coaching, the benefits it brings to their clients, and how they attract new coaching opportunities.
Amani: Coaching for Creativity and Career Growth
Amani specializes in coaching two key groups: musicians and music professionals who want to learn the business side of the industry, and hospitality professionals seeking to uplevel their creativity as they’re looking for their next job.
Whether someone is looking for a new job or simply wants to break out of a rut, Amani helps them find new ideas and strategies to stand out. His coaching includes personalized steps to become more visible in job searches, as well as group calls and strategies for long-term professional development.
Mandi: Coaching Sales Teams for Success
Mandi, on the other hand, focuses on coaching sales teams across various industries, with a strong presence in hospitality. Her goal is to help teams be more memorable in the marketplace, improve follow-up techniques, shorten sales cycles, and increase closing rates.
Her coaching sessions are anything but boring. Instead of lengthy, all-day training sessions, she offers 75-minute workshops followed by digestible "snacks" of coaching throughout the year. This allows teams to implement what they've learned and return with real-world feedback. Sessions are built around real-life stories, statistics, and interactive coaching to ensure engagement and application.
How Coaching Clients Find Them
Both Amani and Mandi find that referrals and networking play a huge role in attracting new clients.
For Amani, coaching musicians naturally flows from his experience as a DJ and professor in the music industry. His hospitality coaching is still evolving, and he’s working on positioning it in a way that highlights the tangible benefits for individuals and teams.
Mandi’s coaching business thrives on referrals and speaking engagements. Many clients approach her after seeing her speak at industry events. She also leverages social media, particularly TikTok and Instagram, to share insights on sales challenges and solutions, which has attracted business owners who want her expertise.
Mandi on The Three Most Common Areas of Growth for Sales Teams
When it comes to growth opportunities for sales teams, three primary areas stand out: time management, organization, and effective communication throughout the sales process.
1. Time Management: The Under-Trained Skill
Time management is one of the most overlooked yet essential skills for any salesperson or entrepreneur. Without a structured approach to managing their day, sales professionals can find themselves drowning in emails, neglecting prospecting efforts, and failing to engage with potential clients. Mandi says all entrepreneurs should schedule key activities, like:
Allocating time for learning and professional development
Engaging on LinkedIn and other networking platforms
Requesting and giving testimonials to build credibility
Prioritizing prospecting and account management
2. Optimizing Your Workspace for Success
Having the right setup can significantly impact productivity. Salespeople should assess their workspace to ensure they have everything they need within reach. This includes:
Cheat sheets for quick reference
Sales scripts to streamline conversations
Organizational tools to keep track of leads and follow-ups
3. Adapting Sales Strategies Across Generations
Different generations of salespeople face unique challenges. Mandi explains how each group can improve:
Gen Z: Often struggle with in-person networking and initiating conversations. They need training on how to confidently approach and engage potential clients.
Millennials and older generations: Tend to waste time in the sales cycle without realizing it. They benefit from learning techniques to shorten the sales process and increase their closing ratio.
One major gap across all generations is the ability to guide customers to a decision. Many salespeople fail to lead clients through the buying journey efficiently. The key isn’t about pressuring clients, but educating them and making the decision-making process smoother.
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