Why Good Managers Struggle to Coach Effectively.
Creating a high-performance sales team has its limitations when it comes to human-led training and performance management. Without the proper training and support needed to guide new sales managers, they tend to learn through trial and error — emphasis on the error. Sales coaching is a significant factor in driving sales. However, you can’t teach…
Sales Enablement Must Evolve with the Customer
There is no going back to the way things used to be. Whether good or bad, we are living in a time when regular business practices are still being defined. As a result, customers’ behaviors are evolving, and your sales enablement strategy must evolve too. One of the reasons that Sales Enablement exists is the…
Empowering Coaches to Raise Their Game.
It’s easy, rewarding, and exciting to coach high performers. Their performance creates visibility, accounts for a majority of an organization’s performance, and warrants recognition. As Selling Power points out, “In sales, A players typically attract a disproportionate percentage of management attention, incentives, resources, and pats on the back.” And yet, the success of your organization…
Tips For Maximizing Improvement-Focused Feedback (I.F.F) For Managers
One of the most critical aspects of any organization is the ability to give and receive improvement-focused feedback (IFF) as opposed to traditional feedback. Psychologist Gabriele Oettingen developed mental contrasting which is a visualization technique that involves juxtaposing the present reality with the desired future reality to generate motivation. This is important for (IFF) from…