CHAPTER 7
READY, SET, COACH!
Building an Integrated Coaching Program
I am on a conference call with three inside sales managers at the same company. As part of my needs assessment, I ask, “How much coaching are you doing with your teams?”
“Not much,” says Manager 1, “but that will be changing soon.”
“I spend a lot of time with my team,” Manager 2 responds. “I meet with each one individually in a weekly 1:1 forecast review, and we meet as a team every two weeks without fail.”
Manager 3 is silent. I ask if she is doing any active coaching. She says, “Well, my cubicle is located right next to all my reps so that I can hear all of them on the phone and answer any questions they have—which I do. In fact, I spend most of my time answering one-off ...
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