The Progress Coaching Blog

Lack of Training and Development Leads to Missed Opportunities.

Mon,Jan 25,2010 @ 04:22 PM | Posted by: Caitlin Robinson

In a survey from Harris Interactive this year, it was reported that 51% of employees DON’T want to become mangers, and that 69% of older workers over the age of 64 are not interested in a promotion either. One hypothesized reason for this unwillingness to move up is the lack of quality developmental programs for managers.  Employees are literally afraid of getting more responsibility with out..
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Budget Is No Longer an Excuse for Skimping on Employee Training

Fri,Jan 22,2010 @ 10:56 AM | Posted by: Caitlin Robinson

Last week we talked about a post from Selling Power discussing the top issues on the minds of sales leaders in 2010.  Shortly after posting I came across these interesting new stats published in the December/January edition of E-Learning Magazine from the Spring Board Project.  I would say these statistics create a strong case for why we need to continue to train our employees.

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Coaching Techniques- 3 Important Tips to Getting your Message Heard

Tue,Jan 19,2010 @ 10:21 PM | Posted by: Caitlin Robinson

We talk often about coaching employees, and constantly helping to develop them into superstar top performers.  However as we have all experienced one time or another, sometimes it’s not what you say, but how you say it.  If not done in a friendly and open way employees or anyone for that matter could become defensive and closed off.  This concept applies not just for managers speaking to..

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Top Issues on Sales Leaders Minds for 2010- Training Techniques

Fri,Jan 15,2010 @ 09:10 AM | Posted by: Caitlin Robinson

In a recent blog entry from Selling Power, Ten Challenges on Sales Leaders Minds in 2010, they discussed the top issues that will be plaguing the minds of sales leaders in the upcoming 2010.  Issues 4 and 5 caught our attention because they hit so close to home for our company by discussing the need for improved training techniques.  We often write about the emerging need of managers who coach..
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Shouldn't all Sales People have Sales Leadership Skills?

Mon,Jan 11,2010 @ 09:39 AM | Posted by: Caitlin Robinson

When a sales person happens to display leadership abilities, typically we promote them to management or lead sales rep.  But shouldn’t all reps have sales leadership skills?  Skip Anderson made a great point in his recent blog post he said, “Leaders have the ability not only to lead, but also to easily get others to follow, a helpful skill during sales interactions.” We associate leaders..
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Sales is Easy But We Need to Coach and Challenge Sales People

Wed,Jan 06,2010 @ 10:55 AM | Posted by: Tim Hagen

I often laugh when I hear people say they could never do sales. When I ask why, they state all that rejection and hearing the word "no". It hit me, that's why so many people actually fail at sales because they hear the word "no" so often. The sad fact is they should never hear that word if they follow a simple to use sales formula.   1. Ask (open-ended questions, these usually start with "what"..

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The Not to Do Lists for Successful Sales Skills in 2010

Tue,Jan 05,2010 @ 10:19 AM | Posted by: Caitlin Robinson

As the new year begins and we take off with a fresh start, many people are sharing the top to-do items to making 2010 a successful year.  We would like to share with you a great article from the Selling Power blog, a list of 15 things every sales person and 15 things every sales manager SHOULD NOT do. 

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Keeping Skill In Mind When Setting Sales Quotas

Mon,Dec 28,2009 @ 05:06 PM | Posted by: Caitlin Robinson

Read a great article on the Sales Training Drivers website, discussing the mystery of sales quotas.  (I encourage you to take a look using the link above.) It discusses some common myths and flaws of the traditional sales quota system, including how they are set, and the accuracy of using them to measure competency of employees.

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The Why Behind the How of Sales Coaching and Success

Tue,Dec 22,2009 @ 04:22 PM | Posted by: Caitlin Robinson

We often spend a lot of time discussing the how to's of sales coaching and training reinforcement.  Today I want to share some interesting facts and statistics that support our belief in the power coaching and training reinforcement have on the development of employees.

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Sales Managers: Are they the end all be all?

Wed,Dec 16,2009 @ 10:54 AM | Posted by: Caitlin Robinson

I spend a lot of time reading other business, sales, and training blogs, and I ran across one today, written by Will Fultz, that really got me thinking.  His post, "Should I trust my Sales Manager's Advice," caught my attention, as we are a consulting company that focuses a lot on coaching and employee development this question made me take a step a back.

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