Sales Coaching

In the early years of my career, I learned from coursework, managers, mentors, certified coaching colleagues and my own experience that coaching is not problem solving. Sounds simple, yet most people find it difficult to separate the two. Advice is a one-way street (not always a bad thing), you can post advice on the whiteboard or write it on a sticky note, but coaching requires individuals...

Read more

Getting activity-level visibility to manage effectively Imagine a head football coach trying to run his football team. His main focus is to help his team improve and win games. But this coach has some problems. He has to coach from the locker room. He has no video of his team’s previous games to study. He can’t tell if his offensive linemen are making their blocks, and following their...

Read more