On March 15, 2018, the results of the next All-Russian study " Best business Russian coaches. Unfortunately, the market of "star" business training and consulting experts has been an exclusively male territory for several years now. Recognized experts who have gained popularity and authority are developing new training and seminar programs, mastering new specifications, cities and countries, while increasing their fees and economic indicators their businesses.

At the same time, in comparison with the shortlists of previous years, only one expert with scientific approaches remained in the rating of experts. The only holder of a scientific degree in the rating of "The Best Business Coaches of Russia 2017" Denis Nezhdanov, a well-known corporate trainer, expert, author of the first and only officially deposited by the Russian Authors Society method of corporate business training FiSEQ-approach, remained.

From January 10, 2018 to February 28, 2018 The survey respondents were asked to identify the names of the best experts in three main categories:

1. The best business coach of mass events - nomination "MOTIVATIONAL SPEAKING" (motivational speeches);

2. The best business coach of skill competencies (strategic and operational management, sales, negotiations, etc.) - nomination "HARD SKILLS" (skill competencies);

3. The best business coach of value competencies (effectiveness, self-motivation, responsibility, flexibility, partnership) - nomination "SOFT SKILLS" (value competencies).

Candidate of Political Sciences, President of the Business Training Corporation NEZHDANOV - GROUP.ru, who received more than 12,000 votes of respondents (12,345), became the "Best Business Trainer of Hard Skills". Denis Nezhdanov has been awarded the title of "Best Business Coach" for the fifth time and the third time in the framework of the All-Russian study.

Denis Nezhdanov is the author, developer of open and corporate trainings on a range of widely demanded business competencies, such as strategic planning and management, leadership, operational management and managerial influence, commercial negotiations, and many others. The author's technology for the formation of business skills “method Fi. S. E. Q. - Denis Nezhdanov" in 2017 was supplemented with a new methodology for the development of personal and business competencies. It's so called M.E.D.E.M. - the approach of Denis Nezhdanov. It is aimed at developing the efficiency of business thinking of the training participants.

In 2017 and 2018, new training companies from the North-West of Russia to the Primorsky Territory became Denis Nezhdanov's partners.

"The Best Business Skills Coach 2017" - Denis Nezhdanov is the author of a number of books and manuals. At the turn of 2017-2018. a new book by Denis Nezhdanov "CODE OF THE LEADER: 18 commandments for the heroes of our time" was published, which many of the author's clients could get acquainted with in electronic form.

"STRATEGIC MANAGEMENT: 10 Laws of Success for Leadership Companies"

"CODE LEADER: 18 commandments for the heroes of our time"

"SAFE SALES: 10 ways to close deals"

“TEAM FOR A MILLION. We create a personnel management system»

"NEGOTIATIONS WITHOUT DEFEAT: 5 steps to persuasion"

Radislav Gandapas, a well-known expert, is not the first time in the nomination “The Best Business – Trainer of Value Competences” (soft skills) with a result of more than 10,000 votes (10,214). At the end of 2017, one of the most titled trainers in Russia published a new mass training "Emotional Intelligence: The Art of Managing Oneself and Others", as well as another book "Full Life as a Business Project".

In 2017 -2018 Radislav Gandapas also partners with new training companies in Russia.

In the nomination "Best Business - Speaker of Mass Events" (motivational speaking), he became the leader with a result of more than 9,000 votes (9,078). The author of the bestsellers "45 Manager's Tattoos" and "45 Tattoos Sold" has been gathering hundreds of adherents at his master classes for more than 3 years in a row, successfully taking place in the cities of Russia and the CIS countries.

In 2017, Maxim Batyrev became the absolute record holder in terms of the number of open events held throughout Russia and neighboring countries. Also an authoritative speaker presented in 2017 new master class"Sales management".

Understandable to every Russian-speaking entrepreneur and specialist, the sales management experience of one of the leading companies in Russia has become the basis for writing scripts for events in interactive and seminar formats that are so popular today.

The master classes of Maxim Batyrev are successfully oriented, according to the author, to an audience of listeners "with an expert position, a vulnerable ego and a wild desire to be heroes."

As a result of the assessments of respondents and experts, it was possible to identify leaders in each of the 10 nominations, and the leaders of the unofficial standings were identified, who received the highest marks from respondents for participating in one or more nominations. The distribution of votes of the respondents made it possible to identify not only the leaders of each of the nominations, but also the leaders in the overall standings nominated by experts in more than one nomination.

Voting in specialized nominations also singled out its leaders. The leaders of the study in the overall standings (calculated by the sum of votes received by the nominees in all nominations) were Denis Nejdanov as the best business coach in the nominations " Strategic planning and crisis management», « operational management and managerial influence", "Sales, sales management and customer service" and "Team building" with a score of 9,782 votes.

The second place was taken by Radislav Gandapas, the permanent leader of the coaching ratings, with a result of 8,123 votes, collected by summing up the votes of respondents in the nominations "Leadership" and "Public Speaking".

The third place was taken by Maxim Batyrev with a score of 6,561 votes in the nomination "Personnel Management", becoming the undisputed leader in terms of the number of votes in one nomination.

RESULTS OF VOTING IN 10 SPECIALIZED NOMINATIONS.




Note of the Organizing Committee of the Study: Candidates who received less than 100 votes or who have been working in the field of business education, training and consulting for less than 5 years were not included in the short-list proposed by experts. All inaccuracies in the calculation of the results of the study are within the allowable statistical error characteristic of the application of the relevant research methods and calculation of the results.

Why did we consider:

In 1918, the founder - Bertie Forbes for the first time counted the fortune the richest people America. After 69 years, Forbes began to publish lists of the richest people on the planet, and the first entrepreneurs from Russia appeared in it in 1997.

In the last decade, the structure of the Forbes Golden Hundred of Russia has changed radically. And if at the beginning of the 2000s the undisputed leader was the commodity magnate Mikhail Khodorkovsky, then already in 2014 the first places belong to the leaders of the investment market, who headed efficient business teams not only commodity markets. (USM-holdings), (), (Yandex) are just some examples. According to experts, the transport business of V. Lisin (NLMK, Freight One) has surpassed its profitability metallurgical business. This list goes on.

As the practice of building a non-commodity business that is not based on the exploitation of subsoil shows, the commercial path requires the development of a whole list of special competencies of entrepreneurs who head a truly leadership business or claim to create it. This applies no less, and even more so to the members of their management teams and teams of specialists who every day defend the right to lead businesses, key features which they lead.

In the last 20 years, a special place in the development of competitiveness, efficiency and profitability of a business has been played by such an intangible resource as business training aimed at developing the strategic and leadership thinking of managers, as well as developing specialized skills and mastering the best business development technologies in modern markets.

Any environment in which the role of a person is dominant and determines success is extremely difficult to digitize, which creates difficulties in choosing partners in training. That is why the role of a business coach in recent years has been tried on by thousands of compatriots, hundreds of them managed to build successful career and only a few dozen with their professionalism, constant improvement of their intellectual product and the skill of transferring experience and knowledge received the highest marks from a competent expert jury and brilliant reviews from customers, participants in open and corporate trainings, skill exams, practical certifications and professional tournaments in the field of marketing, sales, management staff and others.

How we thought:

The head of the Organizing Committee of the First All-Russian study "The Best Business Coaches of Russia", the head of the MBA program "Management of interaction between business and the state" of the Moscow state university named after M. V. Lomonosov, Candidate of Economic Sciences Narine Robertovna ARAKELYAN: “At the first stage, a group of experts was formed consisting of 60 people working in the field of business education (representatives of higher education, heads of corporate universities, and experts from specialized media) who nominated candidates for participation in the second stage of the research project in 13 key categories.

At the second stage of the study, the list of contenders for the leaders of the nominations included coaches, in favor of whose choice at least 10 experts gave their votes.

At the third stage of the study, the primary list of nominees was posted for public voting on the official website of the study www.best-trainers.ru. From January 10 to February 28, 2018 each respondent of the study could vote for 1 nominee in each of 13 nominations. In the course of the study, more than 50,000 respondents cast their votes for nominees in 13 nominations (votes were accepted from 00:00 on 01/10/2018 to 00:00 on 02/28/2018).

As a result of summing up the results of the study, the above results were obtained, which revealed both new names and persons who confirmed the professional status of experts in the business education market in Russia.”

For the first time, the study provides an opportunity for a verifiable, two-way assessment of trainers by experts and respondents who are actively shaping the business training market in modern Russia based on professional assessments and participation in the life of Runet business communities”.

The Organizing Committee of the Second All-Russian Study "The Best Business Coaches of Russia" congratulates the leaders of the nominations. We wish you new creations, professional success and achievements.

Dear ladies and gentlemen, I present to your attention a three-month work on the study of the Russian sales training market. The task of this study was to identify domestic sales gurus, consultants and trainers who are the most competent in sales and related topics - negotiations, persuasion, objection handling, sales management, building sales motivation systems, etc. Oddly enough, until now such a rating did not exist. The last to investigate this topic were the journalists of salespro, which, as far as I know, “safely” rested in Bose a few years ago from lack of money (and, apparently, hopelessness that the sales magazine was not for sale).

Each of the people in this study is a unique individual, so whoever you choose for your next training, your company will not go wrong either way. Hire any of them and you will get the most out of what is available on the market. These people are brilliant in sales, have tremendous experience and can help not only the sellers themselves, but also the heads of sales departments, commercial directors and senior managers.

I know some of them in person, with others - in absentia, I heard a lot about the third or read their books. By the way, there are those on this list with whom my experience of communication can be called more negative than inspiring. However, this fact did not affect the rating and the position of the coach in it. All these people are well known in Russian market and made a name for themselves in sales training, and not just in training "about everything." Whether I like them or not is the tenth thing. There is no doubt about their vast experience and qualifications. I know little about some of them, but by studying their websites, reviews and videos, I can draw fairly accurate conclusions about their competencies and level of expertise in the subject area.

I think that the professionals of this market will pay attention to the fact that many titled coaches of Russia, who (quite deservedly) are used to being in the first places in any such ratings, did not make it into the rating. The reason is obvious - it's "TOP-20 sales trainers". And only for them. I have included here only those trainers and consultants who specialize exclusively in sales training and refuse other topics.

For example, you and I know such well-deserved and even legendary coaches as Mikhail Molokanov, Mark Kukushkin, Radislav Gandapas, Leonid Krol, Igor Mann and many others. Of course, in another case, they could also be in this rating, since they clearly deserve the right to be among the best coaches in Russia. And they certainly know how to teach sales. But you need to understand that although they can conduct training on any "selling topic", for them sales trainings, and the topic of sales itself, is no longer the main one. Almost all of them have long “outgrown” the level of simple coaching and have become “gurus” in some area, “staking out” separate topics for themselves (marketing - Igor Mann, strategy - Radislav Gandapas, time management - Gleb Arkhangelsky, etc. ). And others have greatly expanded the range of training to reach more clients and, thus, left the "pure sales". This automatically excluded them from this list.

On what basis are the coaches placed? To be honest, it's subjective. I did not compare the cost of a training day for each of them, did not consider the average number of paid training days per year or the turnover of their companies. I didn't even look at their price lists. This rating is a purely subjective comparative assessment of one person. I evaluated the totality of my knowledge and the information received through various channels. For example, I have been to Radmilo Lukic's trainings many times, but not so many times to Sergei Azimov's. This was one of the reasons why I ranked SaleCraft's founder a little higher. However, this does not mean that higher is better. I rate almost everyone on this list approximately the same, and it would be extremely wrong to say (and understand) that one of them is better simply because he is higher. It is impossible to compare real pros in their field "directly" - everyone has very different temperaments, approaches and methods of conducting. But what I can say for 100 percent is that all the personalities of this rating are sales professionals of the highest category.

Slightly deviating from the topic, I want to note that it is very difficult to be a “pure sales coach” (sounds funny, right?) in Russia and the CIS countries. Before becoming CEO In the company where I work now, I have conducted many sales trainings and I perfectly understand those who, after three to five years of winding around the country and neighboring countries, go to another business. Teaching sales - although interesting, but extremely difficult and not the most profitable job. average cost a good sales coach is now 20-30 thousand per training / day. A good coach deserves to receive at least 60-100 thousand a day, but clients who are willing to pay decently for high quality, not so much. When choosing between a rate of 20 and 60, most companies still choose the former. This list is a warning and a tool for these managers. A good sales coach should cost a lot! Remember this and do not compare the "incomparable".

The dream of any trainer is to have at least 15 paid personal trainings per month year-round, but in reality it is difficult to achieve. Sometimes, it happens, of course, and more, but more often - less. Having gained a wealth of practice, some trainers open their own companies, others expand their own specialization towards general management or personal effectiveness. At the same time, the companies they created have a new name and thus “blur” the trainer’s personal brand that has already gained momentum. In this case, he has to start all over again.

Therefore, many nominees (such as Dmitry Norka or Asya Barysheva) build a brand around their own name. Western examples (the same Jeffrey Gitomer) clearly confirm the success of this approach. Wherever and however I work, my brand will work for me. However, it is clear that a brand built around the founder's name is short-lived. With his departure (unfortunately inevitable), in most cases, his company also disappears. If the brand is strong enough to serve itself without exploiting the name of an individual, it may turn out to be more durable and serve children or even grandchildren. However, it happens differently. For example, Arkady Mizernyuk, whose training I admire, is a very successful and wealthy businessman. He could have long ago relaxed on some island under the southern sun and received dividends from a successful youth, however, he, nevertheless, still conducts trainings with pleasure and considers that this is one of his two life missions. In my opinion, this approach deserves all respect.

I admit, calling this rating "Russian TOP-20", I am a little sinning against the truth. Since the list includes not only trainers who live in Russia, but also all those who often come here and can conduct training in any Russian city at any time. I considered this approach justified, since most often Russian (and any other) companies ordering training absolutely do not care where the trainer lives permanently. If we discard his experience and specifics, it is usually important for customers that the trainer be:

a) Affordable (in terms of money and in terms of quickly appearing on the horizon)
b) Russian-speaking (or Russian-speaking, which, in general, is the same thing)
c) Hassle-free in terms of execution of contracts, cash and non-cash payments, flights, accommodation and preparation of all necessary accounting documents that are required by intricate Russian legislation.

All participants in this rating, therefore, were assigned by me to " Russian coaches". So, for example, it would be foolish to exclude from the list the highly respected and charismatic Mr. Derevitsky, who, although he lives in Kyiv, has conducted a huge number of trainings in Russia. Alexander has found 1000 ways to deal with objections, and is undoubtedly a guru in this rather narrow and, at the same time, such a huge topic. Therefore, his books are still being chased throughout the CIS. And Ekke is one of the most famous coaches in Estonia, but is also absolutely accessible throughout the former Soviet Union and speaks excellent Russian.

Another logical question that you can ask is: “Why are there not 20 people on the list, but 18?”. Because:

a) I didn't want to add people to the list just because I absolutely have to list 20 people. (If this is important to you, add Pavel Bukov from RQ Lab to the list - he specializes not only in sales, but knows this topic brilliantly - and, for example, Vadim Dozortsev, whose team improves efficiency precisely through professional audit and modernization of the sales system, who how can he not see sales in the complex?);
b) There are a few other great coaches that could potentially be in this ranking, but I don't have enough data to verify yet. Maybe I'll add them later. Stay tuned for comments and updates. ;)

It is quite possible that I missed someone and there is a well-known and respected sales coach on the market who has conducted thousands of trainings and gained well-deserved fame, but for some reason did not make it to my list. In this case, I ask you to indicate in the comments those who deserve to be included in the pantheon of Russian sales glory. These comments will also be useful to those readers who, for whatever reason, want to choose someone else to conduct the trainings. So, 3 places in the rating are still vacant. Hurry up, as they say. ;) But, I repeat, only those trainers and consultants who have connected their business career with sales, and only with them, can get into this rating.

Why do two people occupy one place at once? Trainers Maxim Gorbachev and Dmitry Tkachenko use the power of dual charisma to train (and often give interviews) together. Therefore, I did not begin to divide them in half (suddenly, without each other, they will not be able to conduct trainings as effectively?). And, unfortunately, only one woman got on the list - Asya Barysheva - whose book “How to Sell an Elephant” was probably read by all professional sellers. Among the candidates was also Tatyana Sokolova, who recently released an interesting "Upgrade Sales", but for certain reasons, she did not get into this rating.

I guess that's all I wanted to say as a comment. Of course, I did not mean to offend, offend or upset anyone. If I forgot someone, I'll gladly include it. I will be glad if this rating is useful to you personally and your organizations. As always, I look forward to your corrections, additions, criticism and comments.

Sincerely,
Mikhail Lyufanov

The Village continues to talk about how people different professions plan your budget. In the new issue - a business coach who conducts public speaking classes. Now various trainers and coaches offer to learn how to properly manage your time, effectively sell goods and services, run a company or speak in front of any audience. In addition to the skills needed for running a business, trainings can teach, for example, how to get married successfully or make wishes correctly. There is no certification in this area, so almost anyone can declare themselves a coach. We learned from a young man who teaches politicians and entrepreneurs how to speak in public how to spot a charlatan, not be afraid to go on stage and save money on travel.

Profession

Public speaking and public speaking coach

Income

300,000 rubles on average

Expenses

50 000 rubles

Rental of property

40,000–50,000 rubles

1 000 rubles

1,000–7,000 rubles

10,000–50,000 rubles

2,000–3,000 rubles

Transport

50 000 rubles

Help for parents

10,000–30,000 rubles

1,000–2,000 rubles

Personal care

20,000–30,000 rubles

Savings

How to become a business coach

I have been performing on stage since childhood. In my school and student years, I played in KVN, after studying for some time I worked on the radio, and then I was involved in organizing and holding events. When I needed personal development, I began to study psychology and sometimes conduct free trainings. It was my social work, I taught classes for volunteers, shared knowledge on student forums. Once I was asked to conduct a training on public speaking, already for money. I collected theoretical information and realized that I know it all - how to grab the attention of the audience, how to speak correctly, how to make people hear you. But no one taught me this, I mastered it all in practice.

For the first training I was paid nine thousand rubles. It was nothing compared to how much I was earning doing events. I could receive several times more, but I did not experience strong job satisfaction. Then I began to study the market, I saw that there is a demand for the services of business coaches. I once worked with a man who produces artists and he became my business partner. I needed his investment and opportunities to reach out to people who are potentially interested in my services, including those from show business. I don't do documentation myself. All paperwork - the conclusion of contracts, the payment of taxes - was taken over by the partner.

Proper Marketing

When I started working, I watched trainings and realized that my competencies were higher than those of recognized and practicing business coaches. At the same time, the range of prices for their services was very large. For one coach, the service costs two thousand, and for another - a hundred. At first I thought that it depends on the level of knowledge, skills, efficiency. But the money you earn depends more on the marketing you build: how often you appear in the media, whether you work with media personalities, how many subscribers you have.

It is already known that customers do not go for content, no matter how unique and working it may be, but for a person. Information can be found on the Internet and books, often for free. But few people go to read and understand on their own, it is better to turn to a business coach. You can give a simple analogy: everyone knows how to properly pump up the body, what exercises to do, but in the gym they turn to professionals in the same way.

I'm lucky that my partner works in show business. He has employees who are engaged in the promotion of artists, maintaining their social networks. If I myself knocked on television or radio, then there would be much less confidence in me.

Submission of information

I have several formats of classes: personal consultation, corporate training and online course. I also post a lot of information in in social networks and on the site. A common mistake novice coaches make is not to post anything for free. There is such a rule: if two people went to a restaurant, and one treats the other, then the second subconsciously feels that he owes the first. On the total account of the relationship, one put a little more than the other. It works the same way in coaching. A person has already received something from you for free, he begins to trust you more.

Now I blog on YouTube, where I talk about my technique. On Instagram, you can just write posts, but video content comes in better, so we decided to make humorous vines on our subject. I still played so much in KVN and I know how to joke. Even now we will try the formats of training-performance and training-stand-up, because it is easier to convey something through humor.

At one time, clients often asked why I shouldn't write a book. I outlined the main theses, my partner and I hired an agent who communicated with the publisher. If I was known throughout the country, then they would offer me a fee, and so we paid half, and the publishing house paid half. We spent about 250 thousand rubles on the book - editing, cover design, illustrations, agent fees, proofreading, layout, printing and distribution to bookstores.

Trusted Clients

I don't like the word "client", that's why I usually call the people with whom I work wards. Mostly entrepreneurs, top managers of companies, politicians and people who are just going to go into politics come to me. There are also quite famous personalities - governors, businessmen, athletes, people from show business. They usually take private lessons, and very different people enroll in an online course, not always rich and famous. After classes, my students and I remain on friendly terms, you can always call me and ask a question.

I thought I was lucky that I deal with cool entrepreneurs with the right values. Then at some point a girl turned to me, she herself conducts trainings, but on a completely different topic - the relationship between a man and a woman. I began to communicate with her and realized that she herself was divorced, that is, she was teaching others what she herself had not succeeded in. We are generally at different poles. I just didn't know what to do with her. I considered it wrong to refuse, because it is still my job. In the end, the girl herself left.

I have not yet been in situations where my ethical standards they would be offended, for example, if a politician whose program I do not support applied to me. But I am not such a moralist as to assure that honor is dearer than life. I would not want to work with a large state structure, but there are very worthy individuals there, and I am ready to train them. They write reports well, can collect data and prepare material, but they do not know how to speak.

Professionals and charlatans

The profession of a business coach is heavily criticized, and rightly so. A person comes and sees that you can take a lot of money for trainings, while you just need to chat. It seems to people: “I’ll read a couple of books on the topic, but I know how to talk like that. So I'm now a business coach." I wrote in social networks that you are holding seminars and classes - and let's hit the road! In this profession, there is no entry threshold at all. Some courses of trainers have already appeared, but they are created only on the basis of the ideas of some individuals. So the market turned out a large number of incompetent people. They know how to talk, but do not put the skills into practice. Sales coaching is done by mid-level salespeople with a good tongue, but they can't build and manage a 100-person sales force. I am ready to prove my skills at any moment. If I need to go on stage in front of hundreds of people, in front of adults and children, no problem.

When choosing a coach, you need to look at what he posts on social networks in the public domain. You can find real reviews, contact people who attended his classes, what he writes, with whom he worked, are there any results. So far, I have only one guarantee that I am not cheating people for money: if someone bought my online course or paid for individual lessons, and he just didn’t like it, I will return the money to him and we will say goodbye.

How to beat stage fright

I have been exclusively coaching for about three years, but before any performance I still get worried. Fear of the stage and the public is normal. Actor Oleg Menshikov said that he played the same performance thousands of times and every time he was nervous before going on stage. People tend to be afraid of the unknown. You can’t be ready for absolutely everything, a lot of factors can affect the performance - in what mood people came, how many of them, how they will react to your words. But when you are not nervous, most likely you do not care, and this is very bad.

If an athlete begins to lift a barbell weighing 100 kilograms without preparation, then most likely he will damage the muscles. Because before exercise definitely need a workout. Same thing with public speaking, you need to prepare, tune in to relieve excitement. This is important, first of all, because any fears give rise to bodily blocks - sudden movements, tight postures, trembling in the voice. This is immediately noticeable on stage and the audience does not like it. I advise you to create your own preparatory ritual. It can be physical, breathing or mental exercises, for example, visualization of a performance.

Income

My personal consultation costs 15,000 rubles, Skype consultation - 10,000, one-day training - 100,000, two-day - 150,000, speaking at an event - 50,000, online course from 9,900 to 30,000.

The work of a business coach is seasonal. For example, January falls in full, and in summer period fewer orders. My partner and I share the profit: I get 60%, and he gets 40%. Costs are deducted from the earned, and the net profit is already divided. My partner has managers, they also take care of me, but I don’t pay them anything out of my own pocket - I don’t even know how much they get. My monthly income ceiling was about half a million rubles, in not very productive months I get 150 thousand. The average is about 300 thousand.

Expenses

For renting an apartment in the center of Moscow, I pay about 50 thousand. This is not an elite, but an ordinary house, and I managed to find a good deal. I move around the city either by taxi or take a car sharing, and in the summer I generally ride a bike. Another thousand rubles a month I put on the phone. I have breakfast at home, lunch at the office, and dinner usually in a cafe or restaurant. In the store, I buy products for a couple of days: fruits, yogurts, water, something for tea - I spend a thousand and a half. Recently we went to the cinema with a company, then we all had dinner together, and I paid most of the bill, especially since there were girls with us. I do not eat meat, and I often go to the vegetarian cafes "Juice", "Moscow-Delhi" on the Patriarchs. I can spend 40-50 thousand on food.

When you train specific audience, you need to come in a suit, but I don't dress like that in Everyday life. I already have suits and shirts, and I don’t spend money on them now. Recently I spent 30 thousand on clothes, bought sneakers, t-shirts, polo shirts, shorts. These are not the most expensive brands - Massimo Dutti, US Polo Assn, Henderson, Converse. I can spend about a thousand to two thousand on a haircut, sometimes I do a manicure, although many do not understand this. I have expenses for filming and social media promotion. You can spend 50 thousand on a video for YouTube. For Instagram, we shoot a video for 3 thousand, we release one a week. But spending on video and social networks depends on the needs, it can be 10 or 50 thousand.

I do triathlon, for this I now need few things: running shoes, T-shirt, shorts, swimwear. So I spend a little on sports - from a thousand to seven. In August, we are going to Lake Baikal with friends, air tickets cost me around 30 thousand. I will also spend 25 thousand on everything else. Back in September, my friends are flying to Spain, I am going to come to them for a few days. I regularly travel to my native St. Petersburg. And if I go to conduct a training or an event in another city, then they pay for my travel and accommodation. We can say that I want to stay for a couple more days and relax in a new place. I'm saving money, but now I'm not investing anywhere. A month usually comes out about 20-30 thousand. I invest almost all free money in the development of my brand: it is more promising. I also help my parents: I spend about 50 thousand rubles a month to help my family.

The sales department constantly needs to improve the skills of its staff. Sales training is a necessity for every company.

Today the market is oversaturated with offers of sales trainers. They look alike. And it is very difficult to choose a candidate who will really make a qualitative change in the work of the department.

How to find your sales coach:

1. Decide what results you want to get from it and how you will measure this result.
2. Describe your requirements in the vacancy in as much detail as possible when selecting candidates.
3. Prepare for the interview. Create a list of required questions. In particular, how and where the results that you expect from the candidate have already been achieved.
4. Examine the resume, check the achievements and track record of the coach.
5. Evaluate candidate reviews.

Remember that the main value of the coach's work is the ability to form sales skills among employees. As well as monitoring the effectiveness of the application of this skill by each employee.

Qualification types

Coaches are not trained in universities, but at the same time higher education plays an important role in the selection of a candidate for this position.

Trainers are of two types:

1. Coaches who have a humanitarian education in the field of psychology. At best, this is a higher education, at worst, optional courses.
2. Coaches who graduated from the Faculty of Physics and Mathematics, Polytechnic or Economics.

Neither the first nor the second have a special focus on sales, but the second category of trainers has a completely different vision and approach to learning.

Coaches with a psychological background are not the best choice for a company. This is a category of theorists who, in the realities of business, are not able to show by their own example how the whole process takes place.

Their coaching abilities are based on the ability to imitate circumstances and teach in a game format. But at the same time, the coach uses an abstract language of concepts. There are no scripts or cases with customer objections in the structure of his program.

Trainers with technical backgrounds speak to your employees in the language of numbers. For them, sales are clear numbers, schemes, methods, step by step guides. Their undeniable advantage is additional education in the field of sales.

The most ideal option is when the trainer has several years of experience. Finding such a person is not as difficult as it might seem at first glance.

Sales Coach: Performance Evaluation

What should be an effective "teacher" who is able to bring results to the company?

1. To be able to form the necessary skills for sales staff.
2. By your own example, be able to show how to close a deal.
3. Be in a state of constant professional growth.

It is desirable that the candidate demonstrates to you his ability to conduct a training program. At least a 30 minute workout.

A good option is to conduct such demo versions of trainings once a week, get feedback employees and make minimal measurements of the effectiveness of employees after such meetings.

A sales coach must have the following skills:

Coach motivation

The material motivation of a coach depends on his experience and past achievements. It is very important to evaluate the value for money.

The motivation system should include:

• Salary
• quarterly percentage

He should be paid for his work based on the financial achievements of the sales department. Constantly take performance measurements and compare them with the results of the previous period.

Teaching "corps"

You need a good external sales coach at regular intervals when a breakthrough is needed. If you did everything correctly in accordance with what is stated above, then you have no problems with this. A fresh perspective is always helpful. But this does not mean that the company should not have an internal learning process.

The functions of an internal coach can only be performed by line managers (heads of departments) and the best managers. This is quite acceptable until the sales team has grown and does not exceed 4 people.

As soon as the company becomes larger, then, in addition to managers and top sellers that train employees in the background, the company will need a trainer as a separate staff unit. This usually happens when the number of employees in a commercial structure exceeds 50.

Performing ABC XYZ analysis

The first thing a sales coach should offer when providing a consulting service to a company is to conduct an ABCXYZ analysis of the current client base. He will make it clear which buyers to focus on for revenue growth, and which ones it is better to refuse to interact with - the total amount of the transaction with them is not worth the time spent.

ABCXYZ analysis will divide the current customer base into several categories:

A - counterparties with the largest volumes of purchases,

B - buyers with an average volume of purchases,

С - buyers with a small volume of purchases.

X - those who most often apply to the company and purchase for the same amount,

Y - those who apply to the company irregularly, and with unpredictable amounts of transactions,

Z - those who make single purchases.

Arrange buyers on the ABC axis by revenue, along the XYZ axis - by the frequency of transactions. When these categories intersect, 9 client groups are formed: AX, AY, AZ, BX, BY, BZ, CX, CY, CZ.

Buyers from categories A and B provide the main inflow of funds into the company - focus on them. Stimulate the transition of buyers from categories BX, AY, BY to category AX. Don't spray on those who fall into category C - they will not bring a significant amount of revenue to the company.

We measure the penetrationYu

Penetration in the client is the share of your company's products in the total volume of partner purchases. It reflects the true purchasing power of the company. A qualified trainer who provides you with consulting services should be able not only to identify it, but also to show opportunities for stimulating the counterparty to more frequent purchases and for large amounts (up-sale and cross-sale).

You can do this with a survey. Find out:

• What are the volumes of purchases of the same product in other companies?
• What are the volumes of purchases of another type of product from competitors?
• What are the benefits of working with competitors?
• What products do they buy from others when they could buy from you?
• What can you do to make your counterparty buy 15-20% more from you?

On average, about 70% of current buyers will be ready for such a survey. Oy-li trainers then set up sessions with industry leaders to show you how to get more customers to buy from you. And now there are 4 areas of work to expand the share of the company's trainers.

“You have to run as fast just to stay in place, and to get somewhere, you have to run at least twice as fast!”

(Lewis Carroll, Alice's Adventures in Wonderland)

This phrase saw the light back in 1865, and today it sounds fresher than ever. In order to professionally stay “on the wave”, “in the flow”, it is not enough to be who you are. It is necessary to develop, acquire new knowledge and skills - just so as not to lose positions; and to advance, you need to work twice as hard.

Open Google or Facebook - if you have been interested in seminars, webinars and trainings at least once, you will be bombarded with announcements about training events of various kinds: oratory, pumping leadership qualities, effective time management, negotiations, business English ... and a lot of specialized, purely professional trainings, programs, courses.

To prevent investment in knowledge from becoming a waste of money, it is useful to approach the issue of choosing training, courses, professional development programs, etc. as rationally as possible (several recommendations for choosing a business coach).

One of the sources of information can be ratings - training companies, trainers, schools, etc. We set out to collect information about such ratings in order to get an idea of ​​the service market in Russia and give you ground for reflection and conclusions. Unfortunately, there is little information available. More than enough information from the organizers of the training programs (for the most part, advertising nature); independent evaluations in short supply.

However, some companies have studied the market for training services and shared the results.

1) All-Russian consumer rating of corporate training providers

Companies providing training services are evaluated by customers. As the organizers of the rating explain, the following are the customers: a) executives, HR directors and managers who organize trainings in their companies; b) employees of companies who were trained at trainings by specific trainers. Therefore, the rating is called consumer rating - because it is evaluated by customers themselves.

TOP 10 business coaches:

1) Boris Zhalilo (specialization - sales)

2) Valentina Mitrofanova (personal coach, labor law consulting)

3) Radislav Gandapas (leadership, oratory, self-management, self-motivation)

4) Konstantin Baransky (sales, negotiations)

5) Maria Gital (sales, service improvement, team building)

6) Mark Kukushkin (training of sales representatives, account managers, formation corporate standards sales, etc.)

7) Dmitry Norka (sales)

8) Zifa Dimitrieva (strategic leadership)

9) Dmitry Dimitriev (negotiations, sales, leadership, project management, etc.)

10) Vladimir Topolov (negotiations, sales)

TOP-5 winners in the category "Best Educational Program":

The first All-Russian study "The best business coaches in Russia 2015 - 2016"

The evaluation took place in 2 stages:

– at the first stage, the nominees were evaluated by a jury of 49 experts working in the field of business education,

– at the second stage, public voting was opened on the official website of the study; more than 50 thousand respondents were interviewed.

TOP 3 business coaches in Russia:

1) Maxim Batyrev (Combat) - according to the Kommersant publishing house, he is in the TOP-1000 managers of the country. Award Winner" Commercial Director of the year” and “Manager of the Year”, author of the bestseller “45 Manager Tattoos”.

2) Denis Nezhdanov - President of the Business Training Corporation NEZHDANOV - GROUP.ru.

3) Vladimir Gerasichev - the creator of his own methodology, the author of the films "Context", "Life. Instructions for use”, author of the book “Dream Team: How to Create a Dream Team”, founder of Business Relations.

TOP training companies - Motton Pik agency rating - 2017

1) TRIUMPH Academy

2) Top frame

3) Sales Training International

4) STAR Personnel Ltd.

5) Bogdanov and partners

8) Business Partner

10) Organization of time

People's rating MBA.SU - 2016/2017

The research method is a survey of graduates of Russian business schools. The assessment was carried out according to 4 criteria: income increase, career growth, business connections, personal and professional development.

TOP-5 positions in the ranking

1 place:

• Graduate School of Management, St. Petersburg State University
• Institute of Business and Business Administration RANEPA
• MBA & EMBA Kingston / RANEPA (Institute of Social Sciences RANEPA)

2nd place:

• MGIMO School of Business and International Competences
• Institute of Business Administration and Business of the Financial University
• GUU Graduate School of Business

3rd place:

• Moscow International graduate School business MIRBIS
• School of IT Management, Faculty of Economics, RANEPA
• graduate School corporate governance RANEPA

4th place:

• Higher School of Finance and Management RANEPA
• IMISP Business School (St. Petersburg)
• MBA Center (Business School) of the Ural Federal University (Yekaterinburg)

5th place:

• Faculty of Economics, Moscow State University M.V., Lomonosov
• Plekhanov School of Business Intregral PRUE G.V. Plekhanov

Interesting fact. One of the indicators of the effectiveness of MBA education is the growth in the income of graduates. As it turned out in the course of the study, even with zero career growth, graduate incomes increased by 29-54%.

Rating of business schools of the newspaper "The Secret of the Firm"

TOP 5 leaders in 2017:

• ION RANEPA (joint program with Kingston University, UK);
• IBDA RANEPA;
• GSOM SPbGU;
• St. Petersburg branch of Vlerick Business School;
• ShBiMK MGIMO.

Rating of the newspaper "Elite Personnel"