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 (not the salesperson). In this Sales Management Association webcast, Business Efficacy’s Kurt Theriault explodes the notion of what coaching sessions should be, and presents an unconventional approach to one-on-one coaching proven effective by those firms adopting it. It calls for coaching interactions delivered in critical coaching moments - not in structured, routine meetings, and it emphasizes:
- Delivering value every time to each coaching recipient;
- Driving a leadership culture focused on maximizing employee time with customers;
- Minimizing time spent with management; and
- Improving performance results.
