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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Why Sales Workplace Shadowing Should be Banned

Here’s a Sacred Cow that just won’t go away. A new salesperson joins the team, the Sales Manager needs to get a training on boarding plan in place so he sends them out to shadow a top performer. These are the reasons this is a bad idea: Its often treated as an easy option for the sales manager. She just needs a quick call or email and she has the new recruit off her hand for a few days. Top performers are too busy to give any attention They are…

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Are you a coach, a mentor or a tormentor

I heard a phrase the other day that stuck with me. Is your Sales Manager a coach, a mentor or a tormentor? More importantly, as a Sales Manager yourself, do you regard yourself as a coach, mentor or tormentor. I’m sure you don’t regard yourself as the latter, but do check with your people just in case. Here’s a little checklist to test to see that you’re not tormenting your team. Do you promise to coach but frequently run out of time or other priorities take precedence and you’re always…

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