Feedback and Insight

Delivering feedback is an important skill, particularly considering generational differences today. Let’s explore the context for delivering feedback and developing insight. In the early days of post war industrial expansion, a “Command and Control” view of management was understandable. Thousands of trained ex-military officers flooded the ranks of management and before too long, wealth and…

Training and Coaching: Is There a Difference?

Let’s start by defining both training and coaching. Training involves the acquisition of new knowledge and skills whereas coaching focuses on the refinement of performance. While training and coaching differ in many ways, the common factor is that they both focus on developing and improving upon a particular performance. Coaching generally follows training and assumes…

Launching the Practice of Coaching

In previous entries we shared an observation that employees often fail to recognize the coaching that they are receiving as true coaching. While managers deliver tons of feedback and instruction on a daily basis, for whatever reason, formal coaching activities are most recognizable. But, because formal coaching activities do not always occur with sufficient frequency…

The Coaching Continuum®

Coaching takes many forms. So many forms that often salespeople don’t even realize that they are being coached! Over the years, we have undertaken countless organizational surveys in which sales professionals say that they get little coaching and where sales managers in the same company say that coaching is all that they do! So why…

Who is Coaching For?

So, who typically gets most coaching in sales organizations? The short answer: those who need it and those who ask for it. Agree? So if that is so, what is the impact? The answer to this question packs a mean punch. Follow this logic. Who “needs” coaching? Most people I ask say coaching those performers who…

Coaching

Coaching is the third of the Four Pillars of effective Sales Management. Coaching is a broad set of management behaviours that contribute to an individual’s growth. Well executed, it is a highly effective process for refining performance. Sounds good… But coaching requires a partnership. A trusting salesperson, confident and open to learning, in the hands…