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May 16, 2012

John McCoy and 2 other people answered this question

How do you prepare for future fights?

Unfortunately fights, in one form or another, are inevitable. When diplomacy fails and the business battle ensues, these are my strategies:
- Get out of the way: If it’s not your fight, steer clear and get out of the “flack zone”. Distance yourself from the ... more

General Management

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Coaching

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March 9, 2012

John Anderson and 4 other people answered this question at this roundtable

How Not to Coach Your Salespeople [2/16 @ 1 pm]

What are the differences in coaching and training, management, and performance evaluations?

Bill's post is right on the money. Mostly, training doesn't work and we even say that on our website.
Training, as currently practiced in most organizations, is the delivery of content. Whether it be technical, managerial or behavioral, it is giving people information about something. ... more

Coaching

FSI

Performance Evaluation

Sales Reps

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Feb. 16, 2012

Belldon Colme and 3 other people answered this question at this roundtable

How Not to Coach Your Salespeople [2/16 @ 1 pm]

What are the necessary outcomes of coaching and how do you ensure you achieve those outcomes?

I understand what the other comments are driving at, and agree insofar as they go. However, coaching encompasses so much more than just assisting a person who asked for assistant to find an answer they already know. Don't get me wrong, that is one aspect ... more

Coaching

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Sales Reps

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Feb. 16, 2012

Leanne Hoagland-Smith and 5 other people answered this question at this roundtable

How Not to Coach Your Salespeople [2/16 @ 1 pm]

What are the common mistakes coaching managers make and how can you avoid those mistakes?

The answers so far have been excellent. Another common mistakes is confusing coaching (listening) with consulting (telling). The coach recognizes the "coachee" usually has the answers and provides a process to allow that self awareness to come forth. more

Coaching

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Sales Reps

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Jan. 18, 2012

Bill Blake and 3 other people answered this question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

Are there steps a trainer can take to be prepared for the unexpected?

Probably the best advice is to “expect the unexpected” !
Projector bulbs burn out; computers crash; there is usually a jokester in the crowd; Power outages etc.
Preparation is the key. Always have a backup plan, and a copy of your PowerPoint on a jump-drive ... more

Jan. 2, 2012

Jorge Lopez and 4 other people answered this question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

How important is consistent training for your reps? Should more seasoned reps be trained as often?

Very important. As I tell those in my organization, we must be like mobile phone applications. In other words, since tricks, trends and new ways of doing things are constantly changing-it is of common sense and mostly, of utmost importance, that one should partake in ... more

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Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
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