{"id":3978,"date":"2022-05-10T11:52:11","date_gmt":"2022-05-10T11:52:11","guid":{"rendered":"https:\/\/www.capkelenn.com\/sin-categorizar\/im-bad-at-maths-how-to-coach-and-engage-even-the-one-who-studied-literature\/"},"modified":"2024-04-09T14:52:31","modified_gmt":"2024-04-09T14:52:31","slug":"im-bad-at-maths-how-to-coach-and-engage-even-the-one-who-studied-literature","status":"publish","type":"post","link":"https:\/\/www.capkelenn.com\/en\/blog-en\/im-bad-at-maths-how-to-coach-and-engage-even-the-one-who-studied-literature\/","title":{"rendered":"&#8220;I&#8217;M BAD AT MATHS !&#8221;\u200b HOW TO COACH AND ENGAGE EVEN THE ONE WHO STUDIED LITERATURE!"},"content":{"rendered":"<p>[vc_row full_width=&#8221;stretch_row_content_no_spaces&#8221; el_class=&#8221;cabecera-post-blog&#8221;][vc_column][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;full&#8221; alignment=&#8221;center&#8221;][vc_custom_heading source=&#8221;post_title&#8221; font_container=&#8221;tag:h1|text_align:left&#8221; use_theme_fonts=&#8221;yes&#8221; el_class=&#8221;color-blanco&#8221;][\/vc_column][\/vc_row][vc_row][vc_column]<div class=\"ult-spacer spacer-69e020228934e\" data-id=\"69e020228934e\" data-height=\"30\" data-height-mobile=\"30\" data-height-tab=\"30\" data-height-tab-portrait=\"\" data-height-mobile-landscape=\"\" style=\"clear:both;display:block;\"><\/div>[\/vc_column][\/vc_row][vc_row gap=&#8221;35&#8243;][vc_column]<div class=\"ult-spacer spacer-69e020228938b\" data-id=\"69e020228938b\" data-height=\"30\" data-height-mobile=\"30\" data-height-tab=\"30\" data-height-tab-portrait=\"\" data-height-mobile-landscape=\"\" style=\"clear:both;display:block;\"><\/div>[vc_column_text]<\/p>\n<h2><span style=\"color: #7fbccb;\"><strong>Based on our 15,000 individual coaching sessions at CapKelenn, we\u2019ve observed that 35% of salespeople and 10% of their sales managers admit to feel unsecure or even totally lost with mathematics.\u00a0<\/strong><\/span><\/h2>\n<p>&nbsp;<\/p>\n<p style=\"text-align: justify;\">Of course, no one is going to ask in a weekly sales meeting, \u201cBoss, can you explain how the conversion rate or the churn rate is calculated?\u201d. But, in the intimacy of a professional, confidential individual coaching session (and we have delivered more than 10,000 over 13 years at CapKelenn, source of this statistic), these difficulties and frustrations emerge.<\/p>\n<h3 style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>VERBATIM (listened in individual coaching sessions)<\/strong><\/span><\/h3>\n<p>&nbsp;<\/p>\n<ul style=\"text-align: justify;\">\n<li>Benoit, in fact I don\u2019t understand actually, I don\u2019t understand numbers; what I do and love is sell!<\/li>\n<li>I studied literature!<\/li>\n<li>You must have done Harvard or Oxford to understand The excel file we use to prepare the commercial proposal for customers, with all its links, its sheets and its formulas. As soon as I enter a price in a cell, I\u2019m afraid to mess everything up.<\/li>\n<li>\u201cYesterday in training, when you spoke of a 3% growth what is \u201cpercent\u201d exactly?<\/li>\n<li>When we say that the Sales Index (Units per Ticket) is 1.7, I know it means between 1 and 2, but what is 7 exactly?<\/li>\n<\/ul>\n<p style=\"text-align: justify;\">So indeed, the concept of percentage or decimals, taught in elementary school, is far from clear to everyone.<\/p>\n<p>[\/vc_column_text][vc_column_text]<\/p>\n<h3 style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>HUMAN AND MANAGERIAL COST<\/strong><\/span><\/h3>\n<p>&nbsp;<\/p>\n<p style=\"text-align: justify;\">Leaders are sometimes taken aback after this feedback on their teams:<\/p>\n<ul style=\"text-align: justify;\">\n<li aria-level=\"1\">\u201cI would never have imagined that my teams understand so little about numbers. Should I replace them? \u201c.<\/li>\n<li aria-level=\"1\">No, I don\u2019t think so, but it is urgent to improve this dialogue of the deafs.<\/li>\n<\/ul>\n<p style=\"text-align: justify;\">The feeling of vulnerability and insecurity surrounding the mastery of figures leads competent professionals to lose all their confidence, in front of the client, in front of their manager or in front of their colleagues in meeting, and sometimes to enter into an avoidance strategy.<\/p>\n<p style=\"text-align: justify;\">In the era of omnichannel, CRM, ERP, how to ensure that these professionals who feel complexed with figures, KPIs, can feel safer?<\/p>\n<p>[\/vc_column_text][\/vc_column][\/vc_row][vc_row gap=&#8221;35&#8243;][vc_column][vc_column_text]<\/p>\n<h3 style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>8 SOLUTIONS<\/strong><\/span><\/h3>\n<p>&nbsp;<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>1 \u2013\u00a0<\/strong>\u00a0<strong>Simple wording:<\/strong><\/span>\u00a0Einstein said, <strong>\u201cIf you can\u2019t explain it simply, you don\u2019t understand it well enough.\u201d<\/strong> Instead of hammering out business goals, managers could vary the wording. For example, instead of saying \u201cthis month, we absolutely have to improve conversion from 18% to 20%!\u201d, the manager can say: \u201clast month, out of 100 sales visits, we signed the order in 18 % of cases. It seems possible then to you to convert 2 more visits into deals and reach 20%!\u201d This very visual language (2 converted visits out of 100) makes the challenge very tangible in the eyes of \u201cnon-mathematicians\u201d!<\/p>\n<p>[\/vc_column_text][vc_single_image image=&#8221;4587&#8243; img_size=&#8221;medium&#8221; alignment=&#8221;center&#8221;][vc_column_text]<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>2 \u2013 Cross-training:<\/strong><\/span> during a cycle 1 of a <a href=\"https:\/\/www.capkelenn.com\/en\/retail-coaching\/\"><strong>Retail Coaching<\/strong><\/a> Certification, in a well-known department stores, the trainer-coach, after asking the section managers to perform 3 \u201csimple\u201d calculations, asked the question: \u201cFrom 0 to 10, how comfortable did you feel?\u201d Out of 10 people, 4 answer \u201c6 or less\u201d. One of the participants answers 10 and spontaneously offers to make herself available in a room to teach her colleagues 2 days later, 1 hour before the opening. In cycle 2, we learnt that this internal session between colleagues was a massive success. The room literally filled up. Training between colleagues, without judgement (no risk to feel ashamed), can unlock misunderstandings, frustrations or complexes.<\/p>\n<p>[\/vc_column_text][vc_single_image image=&#8221;4522&#8243; img_size=&#8221;medium&#8221; alignment=&#8221;center&#8221;][vc_column_text]<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>3 \u2013 The leader-coach style:<\/strong>\u00a0<\/span>based on questioning and silences, will allow the employee to verbalize, therefore to feel in control, empowered and thus the manager to ensure that the key figures are understood. Effective questions for example: What do you think of your results? Which KPI are you most proud of? How can you increase this KPI? \u2026<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>4 \u2013\u00a0 Slow down the verbal flow:<\/strong><\/span>\u00a0if we pronounce on average 200 words per minute, an ambitious manager haranguing his teams may pronounce up to 300 words per minute. When we talk about numbers and KPIs, on the contrary, it is a question of slowing down, to avoid \u201closing\u201d part of the audience.<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>5 \u2013 Digestible Excel projections:<\/strong><\/span>\u00a0during meetings (presencial or via Zoom \/ Teams), it is better to limit the Excel projections to 3 columns and 4 rows (that already 12 data); whereas we often see files of 20 lines and 20 columns (400 data).<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>6 \u2013 Focus on key figure :<\/strong><\/span>\u00a0so during a sales meeting, it is important for the leader to extract the priority key figure and put the focus on it, as Steve Jobs used to do.<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>7 \u2013<\/strong>\u00a0<strong>Revise the Dashboard:<\/strong><\/span>\u00a0know how to summarize the main management indicators on one single A4 sheet. Here again, it is about the manager\u2019s capacity to synthesize and to practice the leverage effect. (focus on factor that hace impact on final result)<\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #7fbccb;\"><strong>8 \u2013 Use graphics and colors on the dashboard:<\/strong><\/span> This is the challenge of management control; to make information attractive. So if in the table the sell index appears in yellow, then in the chart, this indicator also appears in yellow. (\u201cAh, if we had such a clear dashboard!\u201d). I have known too many talents held back in their careers by their Maths complex. And yet, it\u2019s true, performance is expressed in numbers, in ratios. It is a language to learn; Numbers are the language of the bosses. We could analyze the causes and the background (school, limiting beliefs\u2026), but the purpose of this article is different: To help managers who read this article, to open up a space for the development of their teams which allow even awareness and action on mathematical skills.<\/p>\n<p style=\"text-align: center;\"><strong>Nicolas Boileau said:<\/strong><\/p>\n<p style=\"text-align: center;\"><strong> \u201cWhatever is well conceived is clearly said,\u00a0 and the words to say it flow with ease.\u201d Words, yes, and numbers, too.<\/strong><\/p>\n<p>&nbsp;<\/p>\n<p><b><i>CapKelenn in luxury retail<\/i><\/b><\/p>\n<p><i>CapKelenn is the primary certification in Retail Coaching worldwide, certifying managers in Retail to really become coaches for their sales teams, facilitating the transition towards a supreme clienteling savoir-faire. CapKelenn delivers the certification in 12 languages on all the 5 continents. CapKelenn accelerates change, thanks to people, with results that are fast, visible and sustainable, contributing to fertilize a client experience that is memorable and personalized.<\/i><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p style=\"text-align: right;\"><strong>Benoit Mah\u00e9.<\/strong><\/p>\n<p>[\/vc_column_text][\/vc_column][\/vc_row][vc_row][vc_column][vc_column_text]<div class=\"addtoany_shortcode\"><div class=\"a2a_kit a2a_kit_size_32 addtoany_list\" data-a2a-url=\"https:\/\/www.capkelenn.com\/en\/blog-en\/im-bad-at-maths-how-to-coach-and-engage-even-the-one-who-studied-literature\/\" data-a2a-title=\"\u201cI\u2019M BAD AT MATHS !\u201d\u200b HOW TO COACH AND ENGAGE EVEN THE ONE WHO STUDIED LITERATURE!\"><a class=\"a2a_dd addtoany_no_icon addtoany_share_save addtoany_share\" href=\"https:\/\/www.addtoany.com\/share\">Share new<\/a><\/div><\/div>[\/vc_column_text][\/vc_column][\/vc_row]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>How to apply coaching without being about numbers.<\/p>\n","protected":false},"author":2,"featured_media":3952,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[46],"tags":[],"class_list":["post-3978","post","type-post","status-publish","format-standard","hentry","category-blog-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>&quot;I&#039;M BAD AT MATHS !&quot;\u200b HOW TO COACH AND ENGAGE EVEN THE ONE WHO STUDIED LITERATURE! 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