CHAPTER 5
STRUCTURING COACHING CONVERSATIONS
Hopefully by this point you are sufficiently motivated to coach. In the last chapter, we equipped you with a powerful way to determine what you should be coaching. We did that to ensure that your coaching is relevant and linked to what matters most to the salespeople you manage. Knowing what to coach is critical. Quite frankly, this is where most coaching models fail. If managers are not coaching the right things, it doesn’t matter how well the coaching unfolds. It is like doing a masterful job of driving to the wrong destination. It doesn’t matter how good of a driver you are if you end up in the wrong place.
We offered a very direct path to selecting the best activities to coach, to ensure that ...
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