Since I was a good salesperson I would work with my reps and close more deals for them. After six months of running ragged closing deals without improving the total district sales, I realized that once again I had misinterpreted the trainer’s advice. For the first time in my life, I began to see the real value of coaching as a skill that helps others succeed.
Source: Vet Advantage, June 2017.
Expert coaches adopt that old Marine Corps drill instructor attitude – “Never Satisfied” – and that is coupled with the discipline to practice as long as it takes to build the muscle memory that delivers competence. Professionals know the value of practice and pushing the envelope.
INSIGHTS: Without clearly defined goals that can be measured, coaching becomes a charade that produces few results and great frustration.