Category Archives: Coaching

Sales Management: The 7 Most Common (And Expensive) Mistakes Organisations Make When Creating The Role

Let’s get the hoary old chestnut out of the way first. Promoting the best salesperson in the team to be its manager. Sometimes works, more often doesn’t. Few companies actually think about the (different) competencies required to be a sales manager, they just hope ‘some of the magic rubs off’. Sales managers need to be… Read More »

Management Competence

Background Over the past decade, there have been widespread changes in the political, social, economic and psychological forces affecting organisations and their people. These changes have significantly affected both the nature of management and the strengths and skills needed from an effective manager in the present and in future. Current research suggests that the following… Read More »

10 New Sales Resolutions That Will Improve Your Business Performance (For Sales Managers)

Stop believing that a mediocre person is better than a vacancy. It institutionalises average as being acceptable. Improve the person’s performance or change the person. Stop running your own target, or house accounts. You are either a professional manager or not. Part-time sales management impedes team performance. Spend longer periods of time with individuals; even… Read More »

Do, Review, Conclude and Plan

Peter Honey and Alan Mumford are best known for their definitions of learning styles. Knowing your learning style can also help avoid repeating mistakes by undertaking activities that strengthen other styles, for example, if you tend to “jump in at the deep end”, consider spending time reflecting on experiences before taking action. Below are definitions… Read More »

Training Sales Managers To Coach Without Context Will Not Deliver Improved Results

“We are all coaches now” said an International Sales Director at a recent conference. Later at the same event a new Performance Management system was introduced that required managers to sit down with their people twice a year and complete an on-line appraisal. Sales managers complained they hadn’t got time to do it properly. What… Read More »

Total Coaching

Linking coaching with objectives and project tasks or activities is a highly productive and effective modern method of training and developing people in organisations, especially for staff in teams and departments, and for developing organisations themselves. Although coaching has become a very widespread development tool, there are issues about how best to manage and deliver… Read More »

Help Your Colleagues G.R.O.W.

One key role of any leader is to coach team members to achieve their best. As “coach”, you will typically help your team members to solve problems, make better decisions, learn new skills or otherwise progress in their role or career. Whilst some leaders are fortunate enough to get formal training as coaches, many are… Read More »

How Proficient Are You?

The new cycling proficiency test has been launched, under the snappy new title Bikeability. As a child I looked forward to being old enough to take the test and earn my badge as my parents had convinced me that it was illegal to ride on the road, or unaccompanied by a qualified cyclist. I passed… Read More »

Are These Issues Affecting Your Business?

Motivating Staff Learning the job Skills development Change process Delegating Appraisals and assessments Problem solving Task performance Relationship issues Planning and reviewing Team building Staff development Team working Succession planning Then you may be in a situation where you need to be doing coaching of your own. In a world that is changing so rapidly… Read More »