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Home / Archives for Coaching

Coaching

“Manage And Coach By Results…..”

Feb 9, 2021 By Dave Brock

I read an article about how to be a successful sales manager. One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. He goes on to say, “people will find their own path to the target…..” Well, yes, but… There are a lot of problems with the […]

Filed Under: Leadership Tagged With: Coaching, Managing

Coaching The Un-coachable

Jan 4, 2021 By Dave Brock

I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is un-coachable?” This is one area of coaching where I tend to be pretty hard-nosed, but I believe the following: If a […]

Filed Under: Communication Tagged With: Coaching

Great Coaches Don’t Give Answers

Oct 13, 2020 By Dave Brock

Both managers and the people they coach often have the wrong impression of coaching. Too often, we go to our managers looking for answers. Great managers tend not to give answers. As people looking for coaching, too often we go to someone asking, “What should I be doing? Should I do this? What am I […]

Filed Under: Leadership Tagged With: Coaching

Sales Coaching, One Size Never Fits All

Nov 5, 2019 By Dave Brock

Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way—when what they really need may be very different. Let me use an example. It is actually based on a real customer situation, but provides a great illustration […]

Filed Under: Sales Activities Tagged With: Coaching, Sales, Team

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