When we think of training, coaching, mentoring, just to name a few of the methods in our marketplace we tend to gravitate to things like behavioral change or skill building or talent development. At the foundation of anything an adult learner does is their personal attitude. An attitude is a choice, a skill set, and a behavioral attribute that must be practiced and nurtured on a continuous basis...

One of the most common things I hear in selling is the battle of selling value and handling the buyers price objection. So often sales leaders and managers provide rhetorical feedback such as you have to negotiate and sell value when in fact most salespeople may not know how to do that or understand that type of feedback.Here's a simple formula to understand your sales team's ability down to each..

Recently, I was a guest on a radio show and that was the host’s first question. I was surprised by my answer at first because it came to me so quickly, but was also a great teaching tool for me to reflect and appreciate my career. My answer was in direct regard to my college internship at IBM. I still remember the days I was in my boss’s office Martha Sheffield. I also remember my sit down..

It’s the # 1 question we get ... "How do I get management buy in for coaching" or "How do we get upper management to buy-in to their managers coaching"?

What do we know about attitudes?

1. If we leave employee attitudes to chance will they gravitate to positive or negative ones?
2. When people hear the word attitude today typically do they gravitate to the thought of positive attitudes or negative attitudes?
3. When we go home and watch the evening news at 6 PM do we watch positive things or negative things?
4. Do people arbitrarily exhibit negative..

INTRODUCTION:

Why Coaching is Important by Carly Kleiman