Coaching Creates Defining Moments

First of all why are we even coaching? We coach to develop people’s performance and attitudes. The reason we need coaches is because employees do not arbitrarily come to work and make a conscious decision to improve their performance. Again, the reason we coach is because performance and skill sets do not improve because sales leaders simply demand it. For example, it's typical for a sales..

The world of selling is changing and changing fast - are we coaching to the right attributes that sales people REALLY Need?

One of the toughest things we go through as leaders and managers is having to address issues such as attitude, negative behaviors, lack of team cooperation, etc. these issues can tear down the very fiber of organizations as we know it today. It is critical as managers and leaders we successfully address these issues by helping employees understand the risks associated with such action. This is..

Engagement Is Powerful ! What is engagement? Why is engagement so powerful? What risks do we assume if we are not engaged with our fellow employees? It’s when we interact with people cooperatively and without malice or prejudice. It’s hard because at times we do not get what we need from other people and we can react emotionally. There is a “true power” to engagement. The Leadership Council..

When we think about a selling process you must think stages of the specific selling process we want people to follow. During those stages there will be requirements from a knowledge, skill, and behavioral perspective. For example, in stage 1 which we can call general prospecting; a salesperson may need to know how to use LinkedIn search features to define target prospects. Next, they must have..

Coaching is about helping employees perform better on a day-to-day basis. A core objective of coaching employees is to create conditions and triggers that promote better performance. The fact of the matter is that we condition employees behaviors every single day whether we know it or not.

The key to coaching is to have the proper mentality and attitude that you want and are willing to invest in others. The primary objective of a coach is to instill confidence and inspire employees to perform above and beyond what they even thought was possible.

Coaching is about driving performance and demanding better performance but if we invest time (consciously) in the good things people WILL produce greater effort which leads to better performance. If we only focus on what people do wrong or not as well as we require this begs the question "will the employee continue to pursue better performance if that's all they hear from their manager"?

Coaching is NOT merely telling and showing, rather its about asking (now you know what they know or can do), listening (building engagement & sharing in pursuit of better performance as a team), agreeing upon action (people only improve if they do something about it), and NOW YOU ARE COACHING! Coaching is NOT about you, rather a decision an employee first makes to learn and than ultimately pursue..