Now This Is Coaching

Coaching is NOT merely telling and showing, rather its about . . .

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..

Discovering A Coaching Balance

Coaching Term Of the Week: Rating Question

Rating Question –  Rating questions have the added convenience of categorizing performance into either a knowledge, skill, or behavior based function. Knowing how your employees rate themselves will help you to discover any major performance gap issues.

5 'Big Picture' Coaching Tips

1. 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.

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

3. Coaching is about being proactive, while management is about being reactive. Keep an eye out for..

Coaching Guidelines for Setting Goals

Setting goals is an important part of coaching employees. It is vital that goals be within reach while still demanding concentration and effort from the employee. If a goal is too easily attainted, chances are that it did not generate any value, ie) knowledge gain or skill improvement. Conversely, if goals are unattainable employees may begin to feel..

Reflective Coaching

Reflective Coaching – Reflective coaching is a type of coaching that can be used to address sensitive topics or subjects, or to deliver unfavorable feedback or criticism.

Driving the use of the sales process can lead to greater productivity,selling consistency, and ultimately bottom line results. But, often sales people do not follow the process and are more prone to "shoot from the hip" when doing things. Continually demanding this can exhaust both the sales manager and sales people, so the question is, what are we to do? If sales managers schedule and integrate..