I spoke with two managers this week that had what I call "Defining Moments". They both overcame some anxiety with coaching and successfully confronted issues by asking questions and getting employees to see what they need to do to perform more effectively. The key is top open your mind to what we all need to confront and overcome and the rest gets easier.

• Business coaching is a process NOT a destination.  Don’t get hung up if you don’t see the progress your looking for right away, keep trying.

• Only target 1 - 2 performance areas at a time.  More than that is just too much for someone to handle and be successful with.

• Coaching is about being proactive, while management is about being reactive. Keep any eye out for potential areas of need in..

The key to training success is to deploy creative ways to keep material front and center in the learner’s minds. Here are 6 suggested methods for keeping training reinforced:

The biggest factor in changing an employees behavior is a good attitude.  Below are 6 ways to positively affect your teams attitude toward change.

With the end of the year quickly approaching, you may be feeling the pressure of hitting your sales numbers.  This is the time to hone you sales skills, and improve upon your sales techniques to make the fourth quarter a great one.  Here are 10 tips to help you finish your sales year strong.1. Do NOT assume people stopped buying, that’s what average sales people do. If you make the assumption and..

A client recently told me "Tim, the 30 second coaching technique REALLY works".The client was needless to say thrilled but its funny because its such a simple technique but its impact can be tremendous.

Sales Progress will be writing its 2nd book for managers and training leaders on specific methods to reinforce training and performance. The missing ingredient in any training program seems to be reinforcement. That is "How do we take the training and skill development to the Real World" without disrupting day to day work of employees?

I had lunch with one of may favorite clients last week, The Milwaukee brewers Baseball team. The sales managers and I discussed our goal for this upcoming year and we all agreed we need to stay focused on encouraging effort knowing results would come. Their sales team has evolved into a fantastic sales team whose passion for baseball and the profession of sales is unmatched. What made this lunch..