The Art of Modern Sales Management: Driving Performance in a Connected World

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Coaching for Performance

Leonard Cochran

Over the course of more than 15 years managing teams from 2 to 65 people, no one has ever provided me with training on “how to coach team members.” I had to learn from trial and error. In the following pages, I will share a few keys that have made my job of leading a team a lot easier. I trust you will find these helpful as well.

Let’s define two terms before we begin. It’s important to understand the difference between “coaching” and “feedback.” In the workforce today, most people view coaching as a form ...