Even immensely successful sales directors need coaching. Tom, a sales director for a hospitality and tourism company in the United States, was known for tripling sales during his first year on the job. Although Tom outperformed his peers thanks to his single-minded focus on results and the company benefited tremendously from this success, he had some aggressive behaviors that hurt people—and himself. Dr. Alice Well’s task was to soften Tom’s behaviors while allowing his high performance to continue.
TOM CALLED ALICE UP one day and said he’d like to work with her. His colleague in marketing had gone through her coaching process, made ...