Ideas from books, articles & podcasts.
Coaches are responsible for helping their teams “fine-tune” their messages to clients.
Many sales coaches are untrained in how to give crisp, productive, forward-looking performance feedback to those on their teams. So as a first step schedule coaching conversations into every interacti...
Before launching into concrete feedback, it is important to check in as human beings.
A simple check-in like "Hey, how are you?" opens the conversation to the possibility of real feedback.
Opening with empathy also means acknowledging the uncertainty and stress th...
‘Did Well’ and ‘Do Differently'
You can’t build competence without confidence, so begin by asking their input on what they did well. Add your own observations, addressing specific knowledge, skills, or disciplines. Then, shift the conversation to ask what ...
Everyone is still learning what optimal business performance looks like during a pandemic
The key for sales coaches is to collaborate with their salespeople to get the most out of what they have, taking into account changes in people’s situations and shifts in the business ...
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When the end of the quarter is approaching, what do sales managers want? Easy answers. Which sales that their people promised will close this week? And if not, why not? When will they close? Here are 4 questions that sales managers can ask to test for sales pipeline accuracy.
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