March 2008
Beginner
352 pages
8h 6m
English
book
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
by Keith Rosen
Content preview from Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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CHAPTER 4
Tactical Coaching
WHO DO YOU COACH?
“Who should I be coaching?” I’ve been asked this question hundreds of times by both internal sales and corporate coaches as well as those looking to build a career as a coach and develop a sustainable coaching practice on their own.
The short answer is that not everyone is coachable.
You can determine if people are ready to be coached by who they are—the degree to which they are receptive to making positive, long-term change both in their thinking as well as in their behavior. This determination is less about what the people do or their position, age, industry, experience, education, knowledge, or intelligence. Remember, coaching is about building sales champions from the inside out.
The following six qualities need to be present in the person and the coaching relationship in order for your coaching to have a profound impact. I’ve identified these attributes by the acronym A.G.R.O.W.T.H.
A.G.R.O.W.T.H. SUCCESS INDICATOR TO DETERMINE PERSONAL COACHABILITY
1. Actionability. A combination of both action and ability. The word represents both the actions that will drive success as well as the person’s actual proficiency and aptitude. Without action, nothing happens. And without the person’s innate ability and intelligence to carry out the task as intended, the action becomes an exercise in futility. As I tell my clients, “If you’re ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.