Debunking a Coaching Myth

We all love a sacred cow, especially those involved in training and coaching, and I'm one of those. When coaching, the coachee or client has all the answers. So ask questions around some structure like GROW, and the client must answer. That way, they own their ideas and will create action. Makes sense until you come across the client/coachee/person who doesn't have an answer. At that point, GROW no longer works unless you provide a context or a subject to base your question around. A bridge won't work without a…

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How to Speedily Train a Salesperson

Salespeople are notoriously impatient even with training so as a sales manager, you’ll want to speedy process. Follow a structure such as MEDIC, which I use constantly with one to one coaching and training and you won’t go far wrong. Motivate Explain Demonstrate Imitate Consolidate Motivate the salesperson to encourage them to learn, explain the virtues of what your’re doing and the benefits to them in increased business or better compliance or whatever. Explain the learning. Use visual aids to help, stories, metaphors and examples. Say, for example, the salesperson…

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What is Great Coaching

People often ask me this and why it’s so effective. I heard a vivid quote the other day, I just had to share with you. Good coaching is helping people to get out of their own way”  That’s astute don’t you think?

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