A friend who is a sales manager recently sent me an article titled, “There are too many bad salespeople,” with the suggestion that this could serve as an inspiration for a future column. My friend will be pleased to discover that it worked, but perhaps not in the way she intended.
Source: Vet-Advantage – Companion Edition, August, 2018. Link. Real coaching occurs when executives and managers at all levels:
- Define the success point
- Demonstrate the skill themselves
- Conduct enough practice to acquire muscle memory
- Allow the execution in real business situations
- Debrief those situations
- Raise the bar and repeat 1 through 5
INSIGHTS: While I wrote this column for sales managers it really has application with everyone in your organization, including your frontline employees who are essentially managing your customers.