September 2018
Beginner
288 pages
6h 51m
English
Content preview from Sales Leadership
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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.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.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.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.
CHAPTER 3The L.E.A.D.S. Coaching Model at Work
DIRECTIVE COACHING IS NOT A THING
Welcome, once again, to the life and times of the chief problem solver. Before we dive into best coaching practices, let's look at what coaching is not. What follows are examples of what not to do and in no way resembles what good coaching looks and sounds like. These are simply hollow statements, empty and devoid of substance. As you read through these examples of common conversations managers have, think about how much of the conversation is left on the table due to the assumptions being made.
Failed Conversation 1: Coaching Performance and Behavior
| Direct Report | Manager |
| I know my numbers are slipping. Do you have any advice for me? | Just make more calls. And take the time to learn more about our products/services. Also, make sure you really qualify every opportunity, so ask better questions during your next meeting. |
Failed Conversation 2: Skill Coaching During a Deal Review
| Direct Report | Manager |
| The customer is pushing back on moving ahead with us. Any suggestions for what I can do to turn this around? | Call the customer and find out what's getting in the way and we'll talk about this tomorrow. |
Failed Conversation 3: Gap Analysis During a Pipeline Review
| Direct Report | Manager |
| Here are all the current deals I'm working on in my pipeline. I think they should all close ... |
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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.