One of the most fundamental things we see in our business is something that I've coined assumptive management. Let me give you one of my most infamous examples. I will ask a salesperson what are they specifically going to say in the event of a price objection. Typically, what I get is a response such as:" what I try to do is leverage the relationship…" Here's the problem with that response it..

We talk often about coaching employees and constantly helping to develop them into superstar top performers.  However, as we have all experienced at 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.

Are your salespeople really building relationships? Most salespeople believe that they have a great relationship with their clients but if you ask them the following question, “What have you done in the past 30 days to build deeper relationships with your clients?” Most salespeople are not able to answer this question. You now have an opportunity to coach them to build and sustain their..

Coaching employees is like solving a Rubik's cube. Each Rubik's cube is solved differently, you need to use a different combination of steps, algorithms, and processes to get the end result. However, to start solving the cube, you need to get the base cross. This is the first thing you aim to do when you start solving a Rubik's cube, solve for the base cross, once you have the cross, you can..

Goals are a vital component to any business or company, without them there would be no direction, motivation, or purpose. Goals keep people focused on their work and give them something to work for. They inspire people to believe in themselves and encourage them to try new things and get creative with their work. GOAL based coaching is designed to do exactly that. GOAL is an acronym for Great,..

When it comes to coaching, most managers usually stick with two coaching types, one-on-one and group coaching. Both of these are highly effective coaching methods and can be used to get great results. They focus on one to two topics, and use structured activities that complement the targeted areas and challenge the employees. However, using the same few coaching methods over and over can be..

Attitudes can impact an employee’s ability to learn and work well with others as well as their customers. That’s why it’s important for managers to focus on developing the right attitude through employee coaching. Attitude is a choice. You cannot change someone’s attitude or instill a positive attitude onto someone who has a negative one, but you can make an impact. Organizations want to develop..

Coaching uses questions all the time. Questions are a great way to learn what your employee is thinking and how they would handle certain situations. As a coach, your goal is to lead the employee towards learning, progress, and solutions, while letting the employee discover these solutions for themselves. Questions are a great way to steer employees in the right directions without giving them..