Coaching and Counseling

While we have separated much of the theory and practice of training from coaching and counseling, there is also a great deal of crossover. In fact, the whole category of on-the-job training (making joint sales calls) is often called “sales coaching.” One way to think of it is that during the entire process you are acting as a sales coach, whereas the specific skills that are taught before, during, and after the sales call is the training.

Furthermore, there is also a fine line between coaching and counseling. The line here is between functionality and motivation. If a person has no knowledge or only partial knowledge of a particular job function, then that person needs to be coached toward competency. On the other hand, ...

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