Managers are busy. Managers wear many hats, but the thing that every manager has to remember is their management style and dare I say coaching approach is a message they send to their people every single day. I share this with respect as managers have to navigate often very murky waters every single day. The thing we don't talk about are those attributes that are often viewed or seen at the..
The Progress Coaching Blog
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..
So often we spend billions of dollars in this country on sales training and sales management programs when in fact one of the most fundamental things affect our ability to sell. It's our culture. Yes, I know many people write about culture but do we really think about culture as a strategic tool when selling to enable our sales teams to be successful? For example, if two employees were..