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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 24

Coaching: How Much Can You Help Someone Improve?

When it comes to coaching, it begs the question, How much can someone really change? One answer is, Consider your last New Year’s resolution—and the one before that.

Change is difficult.

We believe that people can change—if they are committed and really want to make the change. But part of the solution is also realizing that we are all creatures of habit—our best habits and those which are not so good. In order to change a habit, you have to practice the change daily (even if it is just something as simple as flossing). You have to make the change part of your routine for at least a month. And part of the solution is also recognizing that there often will be one step backward for every ...

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