Lots of sales organizations are emphasizing coaching, but too few provide managers meaningful direction on how to coach. In the absence of tools and training, managers revert to “my way” – the approach that defined their own success. Yet these approaches are often outdated, ill-suited for others, or poorly adapted for the current selling environment. This Sales Management Association webcast details how sales leaders can leverage the HBDI® “Whole Brain Model” in delivering effective coaching. The Whole Brain Model is a commonly used assessment tool originally developed by General Electric’s Ned Herrmann that evaluates and describes the degree of preference individuals have for thinking in each of four brain quadrants. Presenters Symmetrics Group’s Rachel Cavallo and David Szen reveal how managers can strengthen communication and align coaching to their team’s thinking preferences and styles.
Rachel Cavallo
