A Blueprint for Productive One on One Sales Coaching

In the rush to embrace “coaching,” sales organizations expect managers to offer salespeople one-on-one coaching sessions. As implemented by most firms, these are low-value, time-wasting affairs.  For coaching to work, management must forget the common view of what a successful one-on-one coaching session should be; namely, focused on past performance, scheduled as a fixed meeting, oriented on quantitative performance results, and for the primary benefit of management 9not (...)

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