Coaching Questions Managers Use To Get People To Recognize The Cost of Self Sabotaging Behavior
February 04, 2010, 4:35 PM
Like most people, most managers I meet simply do not like confrontation. As such, they have tendency to avoid it at all costs. Now, I’m a huge advocate of motivating people by uncovering what drives them personally by tapping into ...

Where Should Coaching Fall as a Priority for Any Sales Manager? Part Three
January 27, 2010, 7:35 AM
In this final part of a three part series, I answer the question, "Where should coaching fall as a priority for a sales manager and why?" I will tell you with great certainty; there is no single activity that will ...

Fourteen Questions, Observations and Potential Pitfalls to Address to Ensure the Long Term Success of Your Internal Coaching Program - Part Two
January 22, 2010, 9:35 AM
Failed coaching initiatives certainly do happen frequently in many organizations for a variety of reasons. The main reason is that, quite frankly, coaching is more difficult than most managers realize. Granted, there are a many moving parts and variables which ...

Should All Sales Managers Be Sales Coaches? Part One
January 21, 2010, 3:30 PM
On LinkedIn the other day, I was directed to a question about coaching. That questions was, "I’ve heard various opinions about the importance of coaching. I’ve even heard some philosophies that argue sales managers shouldn’t be coaches at all? Where ...

Reaching Year End Sales Goals – The Coaching Conversation Every Manager Needs to Have With Their Salespeople
January 18, 2010, 9:35 AM
It’s the third week in January. Do you know where your goals are? At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. While some level of goal ...

Goals Can Be Your Worst Enemy
January 07, 2010, 4:10 PM
A few months ago, I was interviewed by Geoffrey James who writes the Sales Machine column for BNET. Today, he wrote about something we discussed during our conversation, which is one of the most important characteristics that successful people possess, ...

Are Your Goals The Right Goals? For A Year of Success - Align Your Goals With Your Priorities
January 04, 2010, 10:45 AM
With the timely pressure that we place upon ourselves in the New Year when declaring our resolutions and charting our goals, many people often fall short of attaining their goals or honoring these resolutions. Sure, there are many reasons why ...

The Ten Best Books to Read in 2010
December 30, 2009, 10:05 AM
Selling Power magazine just released their list of The 10 Best Books to Read in 2010. My book, Coaching Salespeople into Sales Champions is listed #1. I’m deeply appreciative of this recognition. Most important, I hope this book continues to ...

VIDEO: More Frequent Coaching of Your Sales Team Yields a Measurable R.O.I.
December 29, 2009, 7:30 AM
If you go to the gym on a frequent basis, you'll get in better shape. The same principle holds true with coaching the people in your company. That is, if you coach your people more frequently and consistently, your career ...

VIDEO: Managers Must Make Coaching a Choice - Not an Obligation
December 28, 2009, 3:15 PM
The coaching relationship is a choice, not an obligation. How is coaching being offered to your team or to your employees? It's the manager's responsibility to enroll each person on their team on the benefits of coaching and being coached, ...