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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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CHAPTER 15

Great Sales Management: Developing People

Stop for a moment and remember an early experience of doing something you had never done before. Remember the feeling of doing something you had really wanted to be great at as quickly as you could. Odds are it took someone who had been there before to help you understand the rules, avoid common mistakes, and make the most of your natural abilities. It doesn’t matter whether your memory was from playing a sport, being on the debate team, or tying your shoes for the first time. The person who helped you was your coach.

The idea of using traditional coaching methods to help develop people on the job surged in popularity during the early 1990s. Over the last few decades, “coaching” has become ...

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