Reverse Mentoring

My son does it for me. Some executive board directors ask their new graduate intakes to do it. What am I referring to? Let me explain. Traditional mentoring involves someone young, new to the business and inexperienced at their role linking in with a wise old owl. Someone who’s been around the block, worn the tee shirt and has ironed it a few times too. Old helps the new. Reverse mentoring works in the opposite way. The old wise owl looks upon the young person as their mentor. Their mentor…

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Ten Golden Dual Sales Call Rules

Coaching involves very personal styles, and seasoned coaches are unique in their approach. However, there are ten principles to remember. Taking over the call - when dual calling with salespeople, the urge is to take over the call, particularly with newer recruits.  Don’t! Loss of order versus training need - a tough decision.  How do you balance losing the sale by not stepping in versus the patience to allow a self-discovered learning need? Tell versus ask style – one of the oldest discussion points in the history of coaching. Help…

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Does Shadowing Work in Coaching?

It’s inherently simple to put into place. “I’m letting Michelle shadow you for a week as part of their training, is that OK?” “I suppose so.” Says one of your top performing salespeople, muttering under breath, how much they hate that. I wonder why; let me explain. They don’t think they’re any good at coaching The newbie gets in the way and keeps asking questions There’s nothing in it for me They’ve no idea what they do well They cramp their style Moreover, it doesn’t work apart from leaving the…

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