Posts Tagged ‘coaching’
How Sales Can Give Women A Bright Professional Future
As a 20-year-old college graduate (many years ago), my first job was as an account representative in the advertising industry. My father had a very successful career in sales that led to senior leadership positions, and he encouraged me to stay on the sales path, emphasizing the appeal of a flexible schedule, lots of variety…
Read MoreWhy Coaching Salespeople Doesn’t Always Deliver Results
Coaching is a hot topic at the moment, particularly coaching salespeople. It’s one of the many levers that leadership can pull to improve performance and influence revenue. And, it works. According to CSO Insights, organizations with a formal or dynamic sales coaching approach see win rates improve by more than 27 percent and rep quota…
Read MoreGet Better At Feedback And Watch Your Career Advance
The state of coaching and mentoring in the business world—particularly in the sales world where I do the majority of my consulting work—is pretty lame. Researcher Brene Brown observes that a lack of meaningful feedback is the #1 reason that talented people leave their firms. If feedback is so critical to employee engagement and commitment,…
Read MoreHow to Stay Focused and Productive During Change
When I work with sales leaders and sales professionals in large organizations, I see a trend of massive changes, re-organizations, new leadership, new strategies, and new processes. Many people try to hunker down and wait out the changes, but, the changes aren’t going to stop. Unfortunately, by waiting, these people pull back on the activities…
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