Defining a sales coaching culture at any organization can be nebulous as well as ambiguous. A coaching culture can take on the appearance of many different faces. There are however, specific attributes that will illustrate if an organization has truly created a coaching culture.

I spoke with two managers this week that had what I call "Defining Moments". They both overcame some anxiety with coaching and successfully confronted issues by asking questions and getting employees to see what they need to do to perform more effectively. The key is top open your mind to what we all need to confront and overcome and the rest gets easier.

• 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.

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

• Coaching is about being proactive, while management is about being reactive. Keep any eye out for potential areas of need in..

The biggest factor in changing an employees behavior is a good attitude.  Below are 6 ways to positively affect your teams attitude toward change.

The difference between managers and leaders or coaches can be a blurred line for some. As the year comes to an end, and reps begin to stress about hitting end of year goals, the difference in performance of teams managed and those coached can be astronomical.  A true coach wants to see their people change and grow, not maintain the status quo.Take this opportunity to lead your team to success, and..

With the end of the year quickly approaching, you may be feeling the pressure of hitting your sales numbers.  This is the time to hone you sales skills, and improve upon your sales techniques to make the fourth quarter a great one.  Here are 10 tips to help you finish your sales year strong.1. Do NOT assume people stopped buying, that’s what average sales people do. If you make the assumption and..

Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and..

Increasing sales seems to be such a simple concept, yet so many organizations have a hard time tackling it. Managers don't have the time to micromanage and reps frequently lack the time management and motivation to get the organizational objectives accomplished. There are some very basic ways that you can impact the bottom line on an everyday basis.